MCQ

Question No. 1 While you are preparing your response to the proposal, which proposal situations is more likely to use the direct approach? O When you're creating an executive summary for a solicited proposal O When you need to build suspense. O All proposals should use the direct approach O When you want to hide unfavourable information such as a high cost

Question No. 2 With the customer and deep in conversation and presenting your capabilities. Customer raises certain objections. You decide not to address those objections. O It is better not to address the objections. O Addressing objection is required as this could avoid doubts about the capability O It is advisable to set up a high-level executive meeting with the customer and avoid addressing the objections O No need to address the objections as the customer can read through the proposal document and understand all clarifications

Question No.3 As a person responsible to handle increasing revenue in your portfolio, you need to have multiple skills and it includes ability to O Ask better qualitative questions O Develop a consultative relationship O Understand and frame the competition well O All of these answers

Question No.4

As a salesperson it is important to get more insights from the customer during a conversation. The following basic information researched before the meeting would help achieve more during the customer conversation O Macroeconomic forces, industry forces & key trends O Technology adopted and their key trends impacting the customer O Competition and their strategy & pricing O Customer which consists of customer segmentation O All of the above

Question No.5 While creating a strategic plan to approach an account/business, the power analysis helps you ascertain O Influencer O Who has interest O Power players in the organisation All of the above

Question No.6 While you are creating your presentation it is important to know what to tell and what not to tell. To ensure this is done effectively you need to brainstorm on every possible thing you could say about your company, O TRUE O FALSE