Solution Selling
Product Selling
Aggressive Selling
All of the above
Risk Selling
A. Always has a different view of the world
B. Self-Assured
C. Always willing to go the extra mile
D. Gets along with everyone
E. Detailed oriented
F. All of the above
A. Ensures that all problems are solved
B. Generous in giving time to help others
C. Follows own instincts
D. Doesn’t give up easily
E. Understands the customer’s business
F. All of the above
A. Reliably responds to internal and external stakeholders
B. Builds strong advocates in customer organization
C. Loves to debate
D. Self-Motivated
E. Follows own instincts
F. All of the above
A. Ensures that all problems are solved
B. Difficult to control
C. Interested in feed-back and development
D. Pushes the customer
E. Generous in giving time to help others
F. All of the above
A. Always has a different view of the world
B. Understands the customer’s business
C. Loves to debate
D. Pushes the customer
E. All of the above
A. + B.
A. Lead to your unique strengths
B. Challenge customers’ assumptions
C. Catalyze action
D. One size fits all
Yes
No
Option 3
Option 4
True
False
Days
Weeks
Months
Years
A) Your Solution
B) Emotional Impact
C) Critical Assessment
D) A New Way
True
False
A) Rep
B) Decision Maker
C) Customer Stakeholders
D) Gatekeeper
A) Industry, Company, Role, Individual
B) Group, Company, Role, Individual
C)Industry, Community, Role, Individual
Option 4
A. Reliability
B. Leadership
C. Integrity
Option 4
True
False
Organizational capabilities
Sales rep skills
Companies should invest in both elements concurrently
Option 4
A. Negotiation skills
B. Using aggressive language and tone
C. Coaching the customer on how to buy
D. Proactively offering discounts
A. Take an empathetic approach by agreeing with the customer
B. Offer a discount to help ease their hesitation
C. Give them a condescending look
D. Convince the customer they have a problem that is urgent and worth solving
True
False
The ability to teach
Tailoring
The abilty to take control
A, B
All the Above
True
False
True
False
True
False
True
False