Basic Selling Skills Introduction-QUiZ 15. When you don\'t accurately qualify yo

Question

Basic Selling Skills Introduction-QUiZ 15. When you don't accurately qualify your prospects or you do not cover their Pain or Gain prior to you offering a solution you will experience a greater number sales objections. (True or False) 16. The key components of the Sales Planning Process: a. Contac ct your manager, Contact your customer service department, Determine potential annualized $ volume, Determine product needed Develop follow-up b. Prospect, Contact prospect, Set SMART objective, Execute the Sales c. d. Call, Close/Follow-up Analyze, Set Goals, Develop the Sales Plan, Execute, Evaluate/Review None of the Above 17. The process for Resolving Objections: (Select the Correct Answer) a. Listen Carefully for Hidden Messages, Clarify the Underlying Concerns b. Restate Concem, Provide Solution, Confirm Customer Commitment c. Gain Understanding of True Concern, Request Permission to Advance the d. Probe for Understanding, Gain Customer Commitment, Ask for Action Reinforce Value, Ask for Action Close Process, Confirm Next Step 18. Essential qualities that are key to Resolving Objections: (Select the Correct a. Sincerity, Personal Integrity b. Humility, Courtesy C. Wisdom. Charity d. All of the Above 19. It's time to Close when: (Select the Correct Answer) a. Customer has confirmed that you can address their PAIN/GAIN b. The Budget, Stakeholders and Decision Making process has been c. d. uncovered Post- Close expectations have been mutually accepted All of the Above 20. Possible responses to an attempted Close. (Match the Response to the Action to be Taken) Flat No a. articulate next steps bjection/Obstacleb. reconfirm needs (PAIN/GAIN) Qualified Yes c, provide additional information and reassurance Yes d. must be perceived as being aware of true concerns Page 3 of 3 RBI RJ Confidential

Explanation / Answer

1. True
It is important to qualify the prospect so as to identify is the potential prospect can be converted into the customer. Asking questions that would help in identifying their needs and requirements and if the product that is being sold can be useful to the prospect would be helpful in retaining the customer and reducing the number of sales objection.

2.b. Prospect, contact prospect, set smart objective, execute the sales call, close/follow up.
Above is the right procedure for resolving the sales santaBantaobjection
Prospecting would involve activities like cold calling, networking and trade shows.
Contacting prospect would involve cold calling.
Setting smart objective would help in the planning process.
Then execute the sales and follow up.

3.a. Listen carefully for hidden messages, clarify the underlying concerns, reinforce value ask for action.
In order to resolve objection, it is important to first listen and understand the underlying cause of objection which would help in clarifying the underlying concerns and reinforcing value to the customers then ask for the customer to act in order to resolve the objection.

4.d. All the above
In order to resolve objection, it is important for the person resolving objection to have polite behaviour which will result only from qualities live wisdom, Charity, humility, courtesy, sincerity and personal integrity

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