Sample Questions Paper 3 - 10 Questions

10 Questions | Total Attempts: 41

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Sample Questions Paper 3 - 10 Questions

Ten sample questions. Estimated time eight minutes. Not all the questions have yet been covered by the course so far. You may need to do some research!


Questions and Answers
  • 1. 
    In which of these situations are you most likely to NO BID?
    • A. 

      A) New product / similar market

    • B. 

      B) Similar product / new market

    • C. 

      C) New product / new market

    • D. 

      D) Similar product / similar market

  • 2. 
    Of the following roman numbered items, which can be counted as a tangible benefit? i)   increased profit ii)  reduced cost iii) improved performance iv)  improved Service Level Agreements
    • A. 

      A) i)

    • B. 

      B) ii)

    • C. 

      C) i) and ii)

    • D. 

      D) ii), iii) and iv)

  • 3. 
    When generating theme statements for a section, which of the following would you NOT consider:
    • A. 

      A) What do we offer that is different from the competition?

    • B. 

      B) What was the theme statement in the previous section?

    • C. 

      C) What aspect of our offer makes it worth buying?

    • D. 

      D) What is the point of this section?

  • 4. 
    When preparing compliance checklists in response to a formal written request, which is NOT correct
    • A. 

      A) prioritise the list by categories

    • B. 

      B) list each requirement as a separate checklist item

    • C. 

      C) use the prospects words, do not paraphrase

    • D. 

      D) begin each item with an action verb

  • 5. 
    Which is true?
    • A. 

      A) Features are more important than advantages

    • B. 

      B) Benefits should be converted to advantages

    • C. 

      C) Benefits have the most lasting effect on the prospect

    • D. 

      D) You should stress features over benefits

  • 6. 
    Which of the following is NOT true of theme statements?
    • A. 

      A) Try to state features first

    • B. 

      B) It is acceptable to emphasise by placing in a shaded box

    • C. 

      C) Quantify where possible

    • D. 

      D) The competition must not be able to make the same claim

  • 7. 
    Which of these statements best describes a theme statement? You may choose only one.
    • A. 

      A) Theme statements link strategy and solution

    • B. 

      B) Theme statements link the advantages and benefit

    • C. 

      C) Theme statements link discriminating features and benefits

    • D. 

      D) Theme statements establish sales objectives

  • 8. 
    Which would you NOT expect to find in a capture plan?
    • A. 

      A) Allocation of authors to sections

    • B. 

      B) The buying process

    • C. 

      C) The evaluation process

    • D. 

      D) Risk analysis

  • 9. 
    Who normally gives the final decision to purchase?
    • A. 

      A) The technical buyer

    • B. 

      B) The user

    • C. 

      C) The main influencer

    • D. 

      D) The economic buyer

  • 10. 
    Which option is normally regarded as an example of Customer Focused writing?
    • A. 

      A) Name the seller before the prospect

    • B. 

      B) Name the seller more often than the prospect

    • C. 

      C) Cite features before benefits

    • D. 

      D) Cite benefits before features

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