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In winkelwagenHow does the person build a customer relationship?
Understanding the importance of relationships
Ethical behaviour
Understanding the different Methods of Selling
Negotiating and pitching
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Give an example of how a salesperson can add value
Understand customer needs
Use a consultative approach
Aim for lifelong loyal customers
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List the steps of the movements through the sales funnel
Awareness
Consideration
Preference
Purchase
Loyalty
Advocacy
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What are the 5 stages of the consumer buying process
Awareness
Consideration
Decision
Retention
Evangelist
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Highlight key differences between the B2B and B2C buying behaviour process (3)
Purchase size bigger with B2B and smaller with B2C
The sales process is relationship-driven with B2B, and product-driven with B2C
Brand identity is less emphasized in B2B and more emphasized in B2C
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Name the steps of the sales cycle
Prospecting
Approaching
Listening and determining the WTB
Delivering the sales presentation
Managing conflict and negotiation
Overcoming objections and closing the sale
Follow up and nurture
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Describe the advantages of using digital tools for communications in sales management
Cost efficient
Eco friendly
Time savings
Flexible and convenient
More participants
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If your prospect says they are not sure, how would you use the BANT framework to find out why they are not interested?
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Oefenvragen makenDit zijn de oefenvragen voor Sales management. Dit voor de opleiding international business management.
How does the person build a customer relationship?
Understanding the importance of relationshipsGive an example of how a salesperson can add value
Understand customer needsList the steps of the movements through the sales funnel
AwarenessWhat are the 5 stages of the consumer buying process
AwarenessHighlight key differences between the B2B and B2C buying behaviour process (3)
Purchase size bigger with B2B and smaller with B2CName the steps of the sales cycle
ProspectingDescribe the advantages of using digital tools for communications in sales management
Cost efficientIf your prospect says they are not sure, how would you use the BANT framework to find out why they are not interested?
BudgetWhat are the main behaviours of ethical selling
Describe key roles a sales manager needs
Give examples of skill sets needed by a good salesperson
Describe how the use of adaptive selling techniques improves customer understanding.
What are the main types of sales structures?
Describe the important factors for choosing an appropriate sales structure
Which measures should be included in recruitment and training
Which different criteria are used in foal, performance and reward setting
Give your opinion on the advantages of a direct sales force compared to indirect selling
Outline the tools and considerations and for managing a
What are the benefits of using data to improve customer relationships?
How do a marketing-qualified lead and a sales-qualified lead differ?
Give an example of how to approach a warm lead
Give the steps of the 4 pillars in the WTB framework
List the 4 main elements of a successful pitch
When does a salesperson have to say no
Describe the value of using LinkedIn for approaching sales leads and
Give your opinion on the differences between a distributive or integrative approach to negotiations
List the types of digital intelligence…
4C’s of objections
Give a definition of portfolio management
How does creating a portfolio benefit an organisation
Explain how an organisation can forecast future revenue from a NPV (net present value)
Maximising revenue in portfolio management
Describe the difference between gross profit margin and net profit margin
Outline the stages of the b2b sales cycle?
What are the key components of performance management
Give your opinion on the benefits of performance management
Identifying must-wins and prioritising opportunities
Which customer development strategies can be used to maximise sales growth?
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