Can someone please help me with this

[Former Member]

Hi Guys,

Can someone help me out with the required answers to these questions :

1. In the sales process, the concept of value enters the process u2026

when you deliver your Value Proposition.

when you have proven the value during the Decision/Justification phase.

at the very beginning and lasts until the very end.

when the prospect agrees that value is present.

2. Which of the following factors will determine the feasibility of a project?

Availability of references

ROI calculations

Resource availability

Management commitment

The amount of data available on the project's requirements

3. When initially qualifying the prospect, which information is required?

The sales person's relationship to the prospect

The drivers and requirements

The political situation at the prospect

References

Matching the prospect's expectations to your solution

4. If your solution only covers some of the requirements of the prospect, what would the best competitive strategy be?

Defensive

Offensive

Occupying a Niche

Flanking

Retreat

5. You should show a customized demo during which stage of the value path?

Value Assessment

Value Proposition

Value Proof

Value Delivery

6 The worst objection during the sales process is the one that does not get u2026

articulated.

addressed.

simulated

debated.

negated.

7. The best way to avoid a situation in which the customer believes they were promised something not in the project scope is to:

Keep specifications available throughout the implementation process

Use the customer-specific demo created during the sales phase

Go through the contract point by point with the customer

Have the sales executive available during user acceptance testing

8 During which phase of the sales process is value delivered?

Need/Assessment; Decision/Justification; Approval/Agreement; Implementation/Customer Management

Feasibility/Understanding

Project Start/Solution

Evaluation/Proof

Decision/Justification

Approval/Agreement

Implementation/Customer Management

9. The main goals of a salesperson's actions at the customer during the implementation phase are to:

(answers are more than one)

Ensure that the solution meets the requirements

Win additional profitable and successful business

Ensure that the invoice is paid promptly

Supervise the account manager and the project manager

Win a reference customer

Thanks,

Neehal

Edited by: Neehal Brito on Oct 18, 2008 4:03 AM

[former_member583013 · Accepted solution]

Neehal,

There are many here who would like to help you but practically seeing the huge list of question members would just pass on.

Please place one question per thread so that it would be convenient to understand, reply and followup

Suda

[Former Member · Accepted solution]

Thanks Suda .. Will break them up and post.

Neehal

[Former Member]

Hi Neehal,

Your question list sounds like you are preparing for exam.

The way you try to get answers this way will defeat the meaning for the exam in the first place. I doubt anybodies should answer them.

Thanks,

Gordon

[Former Member]

Hi Gordon, I looked up everywhere but some of the answers seem similiar. thats why i need a second opinion.

Thanks,

Neehal

[Former Member]

Questions broken up in a new thread