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WorksheetsArpedio Refresher
Total questions: 8
Worksheet time: 4mins
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
