16 - Value Proposition Summative Assessment
Authored by Hailey Kent
Used 2+ times
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22 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What are the three components of "What's In It For Me" (WIIFM)?
Features, Advantages, Benefits
Wants, Interests, Needs, Expectations
Satisfaction, Experience and Culture
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Why is understanding value important?
It enables businesses to shift their valueperception at any moment during the purchase process
It helps build a lasting and impactful mindset and culture
It increases customer satisfaction
All of these
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
What are the three steps to creating value in sales?
Ask, Analyze, Advise
Listen, Learn, Act Accordingly
Share, Solve, Summarize
4.
OPEN ENDED QUESTION
3 mins • 1 pt
What is the role of a salesperson in creating value?
Evaluate responses using AI:
OFF
5.
OPEN ENDED QUESTION
3 mins • 1 pt
How can a salesperson help a prospect better understand their needs?
Evaluate responses using AI:
OFF
6.
OPEN ENDED QUESTION
3 mins • 1 pt
What is the "Soft Yes" technique?
Evaluate responses using AI:
OFF
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Why is the "Soft Yes" technique effective?
It helps the customer be moreagreeable when it's time to buy
It helps the salesperson gain buy-inthroughout the call
Both a and b
None of the above
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