The Challenger Sale

What is one of the biggest obstacles core reps struggle with when dealing with a consensus-based buying environment?

• Tailoring the sales message
• Approaching the decision maker
  
• Teaching decision makers something of value
• All of the above
  

What reaction has arisen do to the push to sell more complex solutions to customers?

• An increase in price  
• A decrease in consensus buying
• An increase in consensus buying
• A decrease in price
  

Out of the 5 distinct profiles of sales reps, which pair describes the one clear winner, and one clear loser?

• The Challenger & The Lone Wolf  
• The Hard Worker & The Challenger
• The Relationship Builder & The Hard Worker  
• The Challenger & The Relationship Builder
  

When customers see little difference between two suppliers they often resort to:

• Location
• Low Cost
• Brand Name
• Online Reviews

What is the first key rule in commercial selling?

• Challenge customer assumptions
• Scale across customers 
• Lead to your unique strengths
• Catalyze action

What phrase is used to describe a rep showing a problem or opportunity that the customer hadn’t previously considered?

• Reframe
• Warmer
• Rational Drowing
• Your Solution

Which one of the following is not one of the three keys suggested in the books to be an innovative sales manager?

• Involve
• Investigate
• Create
• Share

Which of the following is the “P” for the PAUSE coaching skill?

• Perform better than others
• Prepare for the coaching
• Presentation skill
• Pretend like you are the boss

Which ability is not one of the 3 T's?

• Tailor
• Take Control
• Target
• Teach