Managing Sales Staff | Management Skills Courses

1.

Research suggest that people who understand their own strengths and weaknesses are most effective, because they develop a strategy to deal with their environment

True

False

2.

When training Sales people, ensure they have this knowledge; -
Choose all that apply

An understanding of theoretical sales and the sale process.

The detail of how the product is manufactured

They know their product and understand its benefits.

They need to learn about your sector and clients

3.

The very best salespeople aren’t always talkers, they’re actually effective listeners, building rapport with clients by showing empathy with them and their circumstances and questioning carefully to determine the client’s needs.

True

False

4.

An empathetic salesperson will gain trust and establish rapport with clients. They do this by: -
Choose all that apply

understanding the clients position, showing concern and not being judgmental.

making sure the clients perceive that they have an interest in providing a proper solution for them, rather than just selling their product.

hard selling their product to meet their targets

they know how to show the client what difference the product will make to their lives, how the benefits will work for them.

5.

A good salesperson is resilient enough to be able to accept that some clients are just not going to want their product, and this is not a reflection of them or their ability.

True

False

6.

The skills and personal qualities you need in your sales team very much depends on the sales role they will fulfill. These vary enormously, as do salespeople themselves

True

False

7.

The Sales process includes the following steps; -
Choose all that apply

qualifying client

the questioning that establishes the clients’ wants and needs

The proposal that the salesperson makes, presenting the product in such a way that it demonstrably fits the stated wants and needs of the client.

Closing

8.

It is a good idea to keep an ongoing file of potential candidates who approach you. Follow them up, even if you don’t have a vacancy, and find out about their track record, maybe even meet them. Then you have a shortlist that you can use to approach potential candidates at the time you need someone.

True

False

9.

A good salesperson should; -
Choose all that apply

understand the product, and who it will work for

be able to articulate the benefits of the product to the client

have the ability to communicate with people at all levels

have strong negotiation skills

10.

A successful salesperson; -
Choose all that apply

understands people and knows how to influence them to make a purchase.

tends to be sociable, likeable and personable, intelligent, confident and outgoing

doesn’t need listening skills

usually has a passion for selling, have strong influencing skills, leadership skills,

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