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Business to Business Selling Success

Business to Business Selling Success How well do you use current and emerging B2B  selling best practices?

Business to Business Selling Success

How well do you use current and emerging B2B  selling best practices?

The Business to Business Selling Success Assessment

Instructions: This nine-question assessment is designed to test your knowledge and awareness of current best practices in B2B selling.  Please read each multiple choice question carefully before selecting the BEST answer.

Copyright Notice: This assessment and its related content are copyrighted materials and may not be reproduced in any manner or fashion without the express written permission of Boyer Management Group.  By clicking the NEXT button I agree that I have read this copyright statement, understand it, and will be bound by its provisions.

1. The best source for information needed to perform a competitive analysis is (select the best answer)
2. Prioritize the following sources of prospects in terms of their quality and likelihood of the source resulting in a sale.  Select the best answer.  Your potential sources of prospects include:
     1-Cold telephone calling;
     2-Direct mailing (fax, email, letters;
     3- Networking;
     4-Referrals;
     5-Trade shows (select the best answer):
3. Which of the following steps taken in an initial appointment will help to build rapport with a prospect? Choose the best answer.
4. Following are different rankings of four important steps in the sales process. Identify the correct ranking in terms of importance in the sales process:
5. Which of the following statements is true about the use of questions during a needs assessment? Choose the best answer.
6. Which of the following statements summarizes the most effective approach used in making a product or service presentation? Choose the best answer.
7. Which of the following approaches is most effective when encountering prospect resistance? Choose the best answer.
8. Which of the following statements are UNTRUE about closing sales? Select the best answer.
9. Which of the following is the best approach for managing your future sales activities with the different accounts in your account portfolio?
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