Exam (elaborations)
sales force exam 1 questions and answers fully solved
- Course
- Institution
Exam of 2 pages for the course salesforce at salesforce (sales force exam 1)
[Show more]
Content preview
sales force exam 1key roles of salespeople - answer financial contributors, change agents, communication
agent, customer value agent
financial contributors - answer revenue production - "bottom line"
change agents - answer stimulate sales cycle and help customers reach buying
decisions asap
communication agent - answer responsible for communication of products and services
customer value agent - answer helping create, communicate, deliver, and increase
customer value
defining a "world class" salesperson - answer personally accountable
understand our business
be on our side
easily accessible
solve problems
innovative in responding to our needs
core competencies of successful salespeople - answer has written goals, follows goals,
consistent prospecting, discovering why prospects buy, qualifies prospects, controls
emotions, can talk about money, listening skillz
criteria for adding customer value - answercustomer/market knowledge, coordination,
efficiency, strategic alignment, trustworthiness
mental states selling - answerAICDA - attention, interest, conviction, desire, action (the
salesperson leads the customer through the stages in the buying process)
personal selling techniques - basic vs. complicated - answermental state selling > need
satisfaction selling > problem solving selling
need satisfaction selling - answercustomers will be motivated to buy in order to satisfy
particular needs - help become aware of their needs
problem solving selling - answerdevelops solutions for satisfying customer needs
SPIN selling - answersituation, problem, implication, need-payoff
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller julianah420. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $13.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
67163 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now
