Competitive Selling

Competitive Selling

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Question 1 of 8

1. Question

What does the formula A x E = R represent?

Activity x Effort = Results

Aspiration x Efficiency = Results

Activity x Efficiency = Results

Aspiration x Effort = Results

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Question 2 of 8

2. Question

To beat the competition, what three things should competitive sellers focus on?

Words, Price, Control

Wants, Time, Metrics

Wants, Price, Control

Words, Time, Metrics

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Question 3 of 8

3. Question

Business Comes in Thirds!: What is another name for “The Proactive Third”?

The Livelihood Third

The Take Charge Third

The Passionate Third

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Question 4 of 8

4. Question

Which steps represent the 4-Step Sales Process?

Engage, Learn, Commit, and Execute

Engage, Communicate, Commit, and Finish

Engage, Discover, Gain Commitment, and Execute

Engage, Discover, Learn, and Execute

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Question 5 of 8

5. Question

Which of the following is not a reason to fight for a Next Set Time (NST)?

Gets you a "yes" or "no" reaction

Shortens your sales cycle

Helps with territory and time management

You can spend less time prospecting

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Question 6 of 8

6. Question

Which level of the 4 Levels of a Sales Relationship is described as the ultimate business relationship?

Vendor

Seller

Partner

Supplier

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Question 7 of 8

7. Question

What are the benefits of building a Calling Roadmap?

You'll have less calls to make, and you become smarter and more polished.

You sound more professional, stay focused, and become more consistent.

You'll complete calls more quickly and become more quick-witted in your conversations.

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Question 8 of 8

8. Question

Email is a great way to make your first contact with a potential customer.

True

False

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