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Free Exam: The Complex Sale - Sales Rep Assessment

Number of Questions in Test: 20
Number of Questions in Preview: 5
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Question 1

The sales methodology described in "Hope is not a strategy" focuses on which kind of sales situations (Hope is not a Strategy, pg. ix, 19)?

Type: Multiple response
Points: 1
Randomize answers: Yes
Grade style: Full points if all answers are correct

Question 2

When trying to uncover a prospect's Pain, what are the three key strategic points to consider?

Type: Multiple response
Points: 1
Randomize answers: Yes
Grade style: Full points if all answers are correct

Question 3

Many times, you might receive a requirements document indicating that there is a recognized pain in the organization. But buying committees are made up of people, not organizations. (Hope Is Not A Strategy, p. 55). Which statement best characterizes why identification of ownership is important when discussing pain?

Type: Multiple choice
Points: 1
Randomize answers: Yes

Question 4

Not all pains and benefits are equal. There is a Food Chain of Value (a.k.a. "Shark Chart"). In order to give you a structured thought process, the R.A.D.A.R.® methodology outlines five categories of Pain. The five levels of Pain in the Shark Chart are:

Type: Multiple response
Points: 1
Randomize answers: Yes
Grade style: Full points if all answers are correct

Question 5

Linking with all of the stakeholders in the buying process is critical to gain the votes necessary to win. The Shark Chart helps do this by:

Type: Multiple response
Points: 1
Randomize answers: Yes
Grade style: Full points if all answers are correct

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