Sales & Techn-sales Quiz

​HOW TO WIN A DEAL

By Emmanuela Kiluma

Multiple Choice

I have quoted a customer for Veeam Backup Software, my quote to the customer is TZS 62,150,000/= VAT Excluisve. The customer has called me and indicated a budget constraint, they will be able to give me a PO if my price to them is TZS 57,000,000/= VAT exclusive. I had factored a 10% Markup and used an exchange rate of 2800, what is the initial cost I had received from the Supplier and what is the target cost I should request from the Disti, if I want to maintain the 10% Mark-up.

• My initial cost from Distribution was $25,000 and I need to request a target cost of $27,000

• My initial cost was $20,178.57 and I need to request a target cost of $18,506.49

• My initial cost was $19,900 and I need to request a target cost of $19,000

• My initial cost was $7000 and I need to request a target cost of $5,000

Multiple Choice

I am protetcted by the Manufacturer for a deal, I get 37% off pricelist, while my competitors get 25% off pricelist. What is my advantage Percentage wise?

• 37%

• 25%

• 12%

• 62%

Multiple Choice

I am protetcted by the Manufacturer for a deal, I get 37% off pricelist, while my competitors get 25% off pricelist. My cost from the Distributor is $30,000. What is the minimal price I can extend to the customer, while still maximizing margins?

• $35,714

• $47,619

• $28,000

• $30,000

Multiple Choice

When I am assigned a lead, what are the 3 things I should do first?

• a. Stress

  b. Panic

  c. Resign

• a. Deal Registration

  b. Request a Pre-sales to work with

  c. Send the requirement to a supplier

• a. Ask the BU manager to read the email

  b. Do not request price, until the BU Manager responds to the email

  c. Run to Catherine as fast as you can

• a. Complain

  b. Forget submission date

  c. Give up

Multiple Choice

I am at a disadvantage, another partner is protetcted they have 20% off pricelist and I have 15% off pricelist, my price from the supplier is $25,540, approved exchange rate is 2700, Market exchange rate is 2650. I can request special approval to proceed with market exchange rate, what Margin should I go with to win?

• 1.5%

• -5%

• 5%

• 0%

• -3%