Multiple choice questions

Question No. 1 Mindset is important in communication. When you start communicating you will have to see, be open and honest. This aligns with the formulae O Be - do - have O Have - do - be O Do - be - have

Question No.2 It is Important to remember that in the eyes of your customer, there is always O Another product that is better than yours. O A good reason to stay with you, rather than go to your competitor. O Room for you to make mistakes. O A next best alternative.

Question No.3

While you are always looking for lasting relationship with your customer, what is that one of the key factors which needs to be evaluated in this aspect. O Having a personal relationship with your buyer outside of business topics O Knowing your buyer's long-term career goals O Understanding how your buyer is evaluated and how they impact the organization O Having a relationship with your buyer's boss

Question No.4 You always observe that favourite brands typically do a brilliant job of O keeping prices the lowest in the market O using a wide range of advertising techniques O asking customers lots of questions O telling their value stories

Question No.5 While negotiating with the customer, the main objective is to win revenues for the organisation O TRUE O FALSE

Question No.6 While measuring customer success, you could look at various KPIs. Some of them could be listed here. Pick any key KPIs which could be close to measure customer success. O Customer is making progress by taking necessary action recommended O Financial matrix indicates if the customer is becoming more valuable over time O Key technical factor accomplishment O Internal measurement of customer success in your organisation O None of the above

Question No.7

A business plan is prepared with lot of thoughts and discussions. What is the specific purpose which it is intended to? Select all that apply O Vision for the next 3 years O Revenue year on year O Resource in you, business/project O Leave plan for your team O All of the above.

Question No.8

Influence is all about getting to connect with another person and having them comply with a request that you have. O TRUE O FALSE

Question No.9

You observe that there is a pitch from customer highlighting the price benefit on a project, you would be focussing on O The competition O Value to customer O Longevity O Product superiority

Question No.10 As a salesperson, customer differentiation will enable you to attract new engagements/clients. Else you will become a commodity. By doing this you will be able to? Select all that apply O Win more business O Avoid price concessions O Experience reduced sales cycle O Create a delta during your customer pitch O All of the above

Question No.11

During the negotiation process with your customer, you can use the technique of asking countering question - "How much exactly". This helps you get closer to the customer ask O TRUE O FAISE