The Challenger Sale Quiz

25 Questions | Total Attempts: 3162

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The Challenger Sale Quiz - Quiz

Questions and Answers
  • 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. 
    1. 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. 
    1. 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. 
    1. 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. 
    1. 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. 
    1. 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