Técnicas de Venta 21/22 Modelo A

The main reason why companies have moved from traditional selling to more consultative selling is:

• That it is very difficult to hire traditional salespeople today

• A current situation with highly competitive markets, very demanding customers and low brand loyalty

• That the sale had a very good reputation in the past

• That the sale today is less important than in the past

A consultative salesperson should focus primarily on:

• The product and its technical characteristics

• The short term of the sale

• The value that your product / service offers to the customer

• In closing an agreement with the client as soon as possible

Which of the following is NOT a characteristic of today's customers compared to past customers?

• More sensitive to price changes

• more informed

• More loyal to brands

• more demanding

Efficient sales people need to be as per one of the following profiles…

• The aggressive one

• The “indifferent” one

• The too kind one

• The strategic one

Characteristics of the Consultant sales person: quote the wrong one

• Sells solutions

• Is just focused in the deal

• Looks for mid/long term relationship

• Is focused on added value to the customer

What is it customer service? Indicate which is the correct answer

• Companies focused in giving value to customers and long term relationships

• Lack of implication in all departments

• Lack of involvement of all individuals

• Customer service is other people problem or concern

Which one from the following is a good example of customer service? Please indicate the correct answer

• To avoid as much as possible having communication channels

• To have the lowest prices in the market

• To make customers participant of your initiative: Co creation

• To assume that customers are happy as long as our product have the highest quality

Customer service is:

• A personal attitude

• A business orientation that affects all departments

• An analysis of the consumer experience versus their expectations, at all points of contact with our brand

• All the answers are correct

An exceptionally good customer service has very positive consequences for companies. Which of the following is NOT one of these consequences:

• Increased customer loyalty to the brand

• Less customer sensitivity to changes in the price of our products

• A competitive advantage over competing products

• A simpler business model that is easier to implement, reduces company profitability as increases costs

Interferences within international commercial communication. Choose which one is the WRONG option:

• Sex

• Education

• Perception

• Sports