Arpedio Refresher

Which of the below does NOT correspond to why we are using Strategic Selling methodology for Opportunity Management?

• Improve Win Rates with shorter sales cycles

• Differentiate your solution based on customer need rather than price.

• Decrease the chances of winning deals consistently

• Build stronger relationships with more developed solutions and better buying experiences.

When should we create an Arpedio matrix for an opportunity in CRM? Pick the best answer from the below.

• When I am sure that I will win the deal, I can create an Arpedio matrix.

• When I have some free time, I can create the Arpedio matrix.

• When my boss asks me to do it, I will.

• When the deal is a strategic one and complex as well with lots of uncertainties

Arpedio allows the Stakeholder Mapping functionality matrix to interface between multiple members of the bioMérieux team and each customer stakeholder

• True

• False

'No interest in my sales objective and will resist it' refers to which level of support from the stakeholder?

• Advocate for

• Against

• In Favour

• Advocates Against

Which of the below are defined as the criteria to establish that we have a coach for an opportunity?

• You have credibility with this person.

• This person wants your solution above all others and in some cases,  will advocate on its behalf.

• This person has credibility with the Stakeholders for this
  Complex Opportunity.

• All of the above

Which of the below is correct regarding the 'Approver'?

• Uses your product, service, or solution

• Has veto power

• Screens out or in

• Acts as your guide

What is the difference between personal win and business result for a stakeholder?

• Win is personal and business result is corporate

• Result is intangible and win is tangible

• Win is impact and result is fulfillment

• All of the bove

Why do we need to create 'Tasks' in Arpedio?

• To gather missing information

• To establish the Action Plan with and within the account team

• To waste my time

• All of the above

• A & B