Professional Selling Skill Post-test

The given options are examples of buying signals, which are indications that a customer is interested in making a purchase. "Membaca pesan di ponsel" translates to "reading messages on the phone" and does not directly indicate an interest in buying. Therefore, it is the exception among the given options.

The correct answer is "Sepakat mengenai apa yang akan dicakup dan dicapai." This answer suggests that the purpose of doing an opening is to agree on what will be covered and achieved. This implies that the opening is a discussion or negotiation where the parties involved come to a consensus on the scope and goals of the activity or project.

The correct answer is "Apapun yang ditawarkan sebagai atraksi spesial or karakteristik khusus yang dimiliki sebuah produk." This answer accurately defines the term "feature" as anything that is offered as a special attraction or unique characteristic of a product.

The given options describe the steps in the closing process, which is the final stage of a sales interaction. The first option mentions reviewing the benefits received by the customer, which is a common step in the closing process to reinforce the value of the product or service. The second option suggests proposing the next steps for both the salesperson and the customer, which helps maintain momentum and clarity after the sale. The last option, "Mengajak pelanggan untuk rehat kopi" (Inviting the customer to take a coffee break), seems out of place in the context of the closing process. It does not align with the typical steps involved in finalizing a sale and seems unrelated to the sales transaction.

The correct answer is "Mendengar – memahami – memproses informasi – merespon". Active listening involves first hearing the information, then understanding it, processing the information in one's mind, and finally responding to it. This sequence ensures that the listener is fully engaged and comprehending the information before providing a response.

Kebutuhan (need) refers to the desire or want to improve or achieve something. It is the motivation to fulfill a goal or objective.

The purpose of probing is to build a clear, comprehensive, and two-way understanding of our customers' needs. This involves asking targeted questions, actively listening, and seeking clarification to gain a deep understanding of what our customers truly want and need. By doing so, we can ensure that we are meeting their expectations and providing them with the best possible solutions or products.

Open probing adalah teknik komunikasi yang digunakan untuk mendapatkan informasi yang lebih mendalam dari lawan bicara. Dalam konteks ini, open probing digunakan untuk mengumpulkan informasi dan mengetahui kebutuhan dari lawan bicara. Namun, mencairkan suasana bukanlah manfaat dari open probing, melainkan lebih berkaitan dengan teknik lain seperti ice breaking atau small talk.

Pertanyaan bersifat open probing biasanya dimulai dengan kata-kata seperti "Mengapa", "Bagaimana", atau "Apa". Ini karena pertanyaan tersebut memberikan ruang bagi responden untuk memberikan penjelasan atau informasi lebih rinci tentang suatu topik. Dengan menggunakan kata-kata tersebut, orang yang bertanya dapat menggali lebih dalam dan mendapatkan pemahaman yang lebih lengkap tentang situasi atau peristiwa yang sedang dibahas.

The correct answer is "Berapa, Kapan, Siapa, Dimana". This is because these are the question words that are commonly used to gather specific information or details about a situation. "Berapa" asks for a quantity or number, "Kapan" asks for a specific time or date, "Siapa" asks for a person's identity or name, and "Dimana" asks for a location or place. These question words are often used in close probing questions to gather specific and detailed information.

The answer explains that a feature refers to the meaning and importance of a product or service for the customers and their needs. It suggests that understanding the value and benefits of a feature is crucial in order to offer the right solution to the customers.

The correct answer is "Sepakat mengenai langkah selanjutnya setelah detailing." Closing is done to reach an agreement on the next steps to be taken after the detailing process. It involves finalizing decisions and ensuring that everyone is on the same page regarding the actions to be taken. This helps in ensuring a smooth transition and effective execution of the plans discussed during the detailing phase.

The correct answer is "Tetapkan harga kepada HCP". This step is not a part of the correct process of opening. The correct process includes: Ajukan agenda (Propose an agenda), Cek penerimaan HCP (Check the acceptance of HCP). Tetapkan harga kepada HCP (Set the price for HCP) is not a relevant step in the opening process.

The correct order of the Professional Selling Skill stages is Opening – Probing – Supporting – Closing. This order is logical and effective in the sales process. The opening stage involves establishing a connection with the customer and grabbing their attention. The probing stage involves asking questions to understand the customer's needs and requirements. The supporting stage involves presenting the product or service as a solution to the customer's needs. Finally, the closing stage involves sealing the deal and getting the customer to make a purchase. This order ensures a structured and successful sales approach.

The correct answer is "Spesifik – Terukur – Bisa Dicapai – Relevan – Berjangka waktu". This answer accurately translates the acronym SMART (Specific, Measurable, Attainable, Relevant, Time-bound) into Indonesian language. It reflects the concept of setting clear, measurable, achievable, relevant, and time-bound objectives.

Fokus pada brosur untuk menyelesaikan presentasi kita tidak menunjukkan perilaku mendengar secara aktif. Aktif mendengar melibatkan penggunaan kata yang mendukung untuk menunjukkan bahwa kita benar-benar memperhatikan pembicara, serta menyesuaikan pertanyaan dengan apa yang kita dengar untuk menunjukkan pemahaman dan keterlibatan. Fokus pada brosur dapat mengindikasikan bahwa kita tidak sepenuhnya fokus pada pembicara dan mungkin tidak sepenuhnya memperhatikan apa yang mereka katakan.

The correct answer is "Menjelaskan semua feature & benefit yang dimiliki produk". This is because the question is asking for the step that is not included in the supporting stages. The other two options, "Mendeskripsikan feature & benefit yang relevan" and "Menggunakan product profile untuk memutuskan apa yang relevan," are both valid steps in the supporting stages.

Menentukan dan menulis call objective penting karena hal ini membantu kita mengukur keberhasilan panggilan kita dan memastikan kualitas perencanaan panggilan. Dengan memiliki tujuan yang jelas, kita dapat mengevaluasi apakah panggilan tersebut efektif dan apakah kita telah mencapai hasil yang diinginkan. Selain itu, menentukan call objective juga membantu dalam persiapan pertemuan penjualan nasional dan menjadi panutan bagi tim kita. Selain itu, ini juga membantu rekan penjualan lainnya dalam merencanakan tujuan panggilan mereka dan membuat dokter senang dengan kunjungan kita.

The correct answer is "Bagaimana pengalaman dokter menangani anak bermasalah makan?" because it is an open-ended question that asks for the doctor's experience in dealing with children who have eating problems. This question allows the doctor to provide a detailed explanation of their approach, strategies, and outcomes when managing such cases.

The correct answer is "Apakah dokter setuju dengan penjelasan saya...". This is because it is a question and not a statement that connects a feature and benefit. The other two statements ("Ini memungkinkan pasien anda untuk ..." and "Jadi dokter dapat merekomendasikan produk saya…") both connect a feature (the ability for patients to do something) with a benefit (the doctor being able to recommend the product).