The Challenger Sale Quiz
- 1.The challenger sell focuses on:
- A.
Solution Selling
- B.
Product Selling
- C.
Aggressive Selling
- D.
All of the above
- E.
Risk Selling
- 2.Which is a quality of a Hard worker?
- A.
A. Always has a different view of the world
- B.
B. Self-Assured
- C.
C. Always willing to go the extra mile
- D.
D. Gets along with everyone
- E.
E. Detailed oriented
- F.
F. All of the above
- 3.What is a quality of the Relationship Builder?
- A.
A. Ensures that all problems are solved
- B.
B. Generous in giving time to help others
- C.
C. Follows own instincts
- D.
D. Doesn’t give up easily
- E.
E. Understands the customer’s business
- F.
F. All of the above
- 4.What is a quality of the Reactive Problem Solver?
- A.
A. Reliably responds to internal and external stakeholders
- B.
B. Builds strong advocates in customer organization
- C.
C. Loves to debate
- D.
D. Self-Motivated
- E.
E. Follows own instincts
- F.
F. All of the above
- 5.What is a quality of the Lone Wolf?
- A.
A. Ensures that all problems are solved
- B.
B. Difficult to control
- C.
C. Interested in feed-back and development
- D.
D. Pushes the customer
- E.
E. Generous in giving time to help others
- F.
F. All of the above
- 6.What is a quality of the Challenger?
- A.
A. Always has a different view of the world
- B.
B. Understands the customer’s business
- C.
C. Loves to debate
- D.
D. Pushes the customer
- E.
E. All of the above
- F.
A. + B.
- 7.
- Which one is not one of the four rules of commercial teaching?
- A.
A. Lead to your unique strengths
- B.
B. Challenge customers’ assumptions
- C.
C. Catalyze action
- D.
D. One size fits all
- 8.
- Is it possible for someone who isn’t a natural challenger to become one?
- A.
Yes
- B.
No
- C.
Option 3
- D.
Option 4
- 9.
- The power of insight requires the sales rep to offer unique and valuable perspectives on the market.
- A.
True
- B.
False
- 10.How quickly can you expect your organization to transition to the Challenger Model?
- A.
Days
- B.
Weeks
- C.
Months
- D.
Years
- 11.Which is not part of the 6 steps to teaching a customer?
- A.
A) Your Solution
- B.
B) Emotional Impact
- C.
C) Critical Assessment
- D.
D) A New Way
- 12.SAFE stands for Small, Achievable, Following, Easy
- A.
True
- B.
False
- 13.Which of these is not part of the physics of sales?
- A.
A) Rep
- B.
B) Decision Maker
- C.
C) Customer Stakeholders
- D.
D) Gatekeeper
- 14.What are the four layers of tailoring?
- A.
A) Industry, Company, Role, Individual
- B.
B) Group, Company, Role, Individual
- C.
C)Industry, Community, Role, Individual
- D.
Option 4
- 15.
- Which one IS NOT one of the three management fundamentals?
- A.
A. Reliability
- B.
B. Leadership
- C.
C. Integrity
- D.
Option 4
- 16.According to the Challenger Sale, you should use buzzwords like “customer-centric” and “innovative.”
- A.
True
- B.
False
- 17.
- What should companies develop first when implementing the Challenger Selling Model?
- A.
Organizational capabilities
- B.
Sales rep skills
- C.
Companies should invest in both elements concurrently
- D.
Option 4
- 18.Which of the following is part of taking control of a sale:
- A.
A. Negotiation skills
- B.
B. Using aggressive language and tone
- C.
C. Coaching the customer on how to buy
- D.
D. Proactively offering discounts
- 19.When a customer is skeptical, it is best to—
- A.
A. Take an empathetic approach by agreeing with the customer
- B.
B. Offer a discount to help ease their hesitation
- C.
C. Give them a condescending look
- D.
D. Convince the customer they have a problem that is urgent and worth solving
- 20.The Challenger will never walk away from an RFP because any opportunity is a good opportunity.
- A.
True
- B.
False
- 21.What attribute(s) is a challenger defined by?
- A.
The ability to teach
- B.
Tailoring
- C.
The abilty to take control
- D.
A, B
- E.
All the Above
- 22.Teaching is the most powerful of the challenger attributes?
- A.
True
- B.
False
- 23.If a customer pushes a challenger on price and requests a discount, the challenger rep is most likely to not push for agreement on value.
- A.
True
- B.
False
- 24.Tailoring is a Challenger Attribute makes a pitch resonate?
- A.
True
- B.
False
- 25.Frontline sales manager is the fundamental link between strategy and execution?
- A.
True
- B.
False
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