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Qualify the prospect & Competitive Strategy..

Hello,

I need to choose the right answer for each of these.

1. When initially qualifying the prospect, which information is required?(only one answer is right i believe)

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

2. If your solution only covers some of the requirements of the prospect, what would the best competitive strategy be?(only one answer is right i believe)

Defensive

Offensive

Occupying a Niche

Flanking

Retreat

Thanks,

Neehal

Edited by: Neehal on Oct 19, 2008 1:43 AM

Edited by: Neehal on Oct 19, 2008 8:24 AM

replied

1. When initially qualifying the prospect, which information is required?(only one answer is right i believe)

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

Correct Answer:

The drivers and requirements

2. If your solution only covers some of the requirements of the prospect, what would the best competitive strategy be?(only one answer is right i believe)

Defensive

Offensive

Occupying a Niche

Flanking

Retreat

Correct Answer:

Occupying a Niche

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