The Challenger Sale

According to research by the Corporate Executive Board, on average, how far along are customers in the buying process before they make first contact with suppliers?

• 17%

• 37%

• 57%

• 77%

According to research published by the Corporate Executive Board in The Challenger Sale, which of the following profiles is the most successful in a complex sales environment?

• The Lone Wolf

• The Relationship Builder

• The Hard Worker

• The Reactive Problem Solver

• The Challenger

According to research published by the Corporate Executive Board in The Challenger Sale, which of the following profiles is the least successful in a complex sales environment?

• The Lone Wolf

• The Relationship Builder

• The Hard Worker

• The Reactive Problem Solver

• The Challenger

According to research conducted by the Corporate Executive Board, the biggest driver of customer loyalty is _________.

• The Sales Experience

• Value-to-Price Ratio

• Product and Service Delivery

• Company and Brand Impact

• Free Giveaways

Which of the following is not one of the three key behaviors demonstrated by Challenger sales reps?

• Teach

• Target

• Tailor

• Take Control

Which of the following adjectives best describes the behavior of a "Challenger" sales rep?

• Passive

• Direct

• Aggressive

• Detail-Oriented

The Challenger Sale emphasizes the need for sales reps to deliver insight to prospects and customers by ________ their assumptions about their business needs or the challenges facing their organizations.

• refocusing

• refreshing

• reestablishing

• reframing

In which of the following ways might a prospect react or respond if a sales rep truly reframes a business challenge?

• Vacant stare

• "Yes, we realize that is a huge opportunity."

• "I've never thought about it that way before."

• Wrap up the meeting

In which step of the Challenger Teaching Message choreography would a sales rep first mention their organization's solutions? (I.e., products and / or services.)

• 1st Step

• 2nd Step

• 3rd Step

• Last Step

We know Don Draper delivered an effective "reframe" to the lipstick company executive because:

• The executive wanted to hear more

• The executive purchased Draper's services

• The executive was confused