CHAPITRE 9 - PRENDRE CONTACT ET DÉCOUVRIR LES BESOINS DU CLIENT
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CHAPITRE 9 - PRENDRE CONTACT ET DÉCOUVRIR LES BESOINS DU CLIENT
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Business
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University
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Cyndy Hernandez
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10 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
On assiste à une augmentation des situations de négociation en e-relation au détriment des situations de négociation en présentiel.
Vrai
Faux
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
La prise de contact est souvent inversée avec l’inbound marketing.
Vrai
Faux
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
La découverte en face à face sert à cerner l’acheteur et ne permet pas de découvrir sa personnalité.
Vrai
Faux
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
La typologie SONCASE aide le commercial à décrypter les motivations principales du client afin de le satisfaire.
Vrai
Faux
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Les questions « ballons d’essai » consistent à renvoyer la question à l’interlocuteur.
Vrai
Faux
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Rappeler l’historique de la relation à un prospect/client n’est pas utile.
Vrai
Faux
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
En analyse transactionnelle, on distingue trois états du moi.
Vrai
Faux
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