Based on the Powerbase selling model, a $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$is a high$-$level individual who commands respect and could be the CEO or a senior level VP$.$

Question $11$ options:

$1)$

Diamond Team leader

$2)$

Le Renard

$3)$

Non$-$Influential Authoritarian

$4)$

Influential Authoritarian

Question $12(1$ point$)$

John Young works for Ford in a senior management position, he holds more power than the position suggests and tends to dominate meetings. He has highly visible assignments requiring cash, personal & equipment. Who is he$?$

Question $12$ options:

$1)$

Le Renard

$2)$

Non$-$Influential Authoritarian

$3)$

Influential Non$-$Authoritarian

$4)$

An empty suite

Question $13(1$ point$)$

Roger Jones is a senior manager but is not respected because he has little understanding of the business, he carries no weight in meetings or decisions. What is he known as$?$

Question $13$ options:

$1)$

Non$-$Influential Non$-$Authoritarian

$2)$

Le Renard

$3)$

Non$-$Influential Authoritarian

$4)$

An empty suite

Question $14(1$ point$)$

The change equation is about the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ with the present.

Question $14$ options:

$1)$

Situation

$2)$

Satisfaction

$3)$

Dissatisfaction

$4)$

None of the above

Question $15(1$ point$)$

The CICS strategy is best learned through practice and feedback, and dealing with customers is never about lecturing. What is this strategy all about?

Question $15$ options:

$1)$

Questions

$2)$

Relationship Management

$3)$

Needs Analysis

$4)$

Presentations

Question $16(1$ point$)$

Which of the following statements is NOT true?

Question $16$ options:

$1)$

Self$-$assessment is useful in field training

$2)$

Good sales managers are not necessarily good teachers

$3)$

Good key account managers are not necessarily good mentors

$4)$

Using an internal specialist for training is a cheap option

Question $17(1$ point$)$

Based on the Powerbase selling model, a $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$is a junior staff member or middle management with little respect.

Question $17$ options:

$1)$

Influential Authoritarian

$2)$

Influential Non$-$Authoritarian

$3)$

Le Renard

$4)$

Non$-$Influential Non$-$Authoritarian

Question $18(1$ point$)$

KA manager John Cooper is working on a section of a KAP that works on the relationship model between his team and client. Which part of the plan is John working on$?$

Question $18$ options:

$1)$

Value proposition

$2)$

Profit plan

$3)$

Contact Matrix

$4)$

Project team

Question $19(1$ point$)$

The $\text{'}$K$.$A$.$I.S$.$M$.\text{'}$ is step $4$ of the customer classification process about targeting, what are the two attractiveness factors?

Question $19$ options:

$1)$

Communication & Alignment attractiveness

$2)$

Competition & Customer attractiveness

$3)$

Customer & Supplier attractiveness

$4)$

Market & Objective attractiveness

Question $20(1$ point$)$

Which of the following is NOT an advantage for setting up territories for key account sales people?

Question $20$ options:

$1)$

Management policy

$2)$

Industry sector experts

$3)$

Cost reduction in the sales process

$4)$

Performance evaluation