DIFFERENTIATED SELLING QUIZ

Differentiated Selling is starting from buying situations understanding

True

False

Differentiated Selling is (multiple answers possible)

A USP of Mercuri

Part of the Third Millenium concept

The solution for some specific sales organizations : the ones facing different sales situations

The "vertical axis" of DS represent

The Buyer's autonomy

The Buyer's expectations towards the Sales person

The Buyer's preference towards the Offer

The Buyer's preference towards the Sales person

The Buyer's preference towards the Solution (product or service)

Projection is

An other word for assertiveness

The capacity to change people's mind

The capacity to understand people's point of view

The vertical axis of DS can be translated in : “dealing with existing customers” is “below” and prospection is “above”

True

False

The customer ‘s buying journey has a high impact on the sales situation

True

False

Relational Selling is another name for “farming” (dealing with existing customers)

True

False

Autonomy is

The power within a DMU (Decision Making Unit)

The power to decide

The capacity to decide by himself

The capacity to buy

Consultative selling is required when :

The customer expects an advice

The customer sees you as an expert

The customer expects an advice and see you, your company and solution as his favorite

The customer expects an advice and does not see you, your company and solution as his preferred option

The digital buying journey

To diagnose the sales situation , we have to (multiple answers possible)

Ask simple questions to the customer

Understand his preference and autonomy

Wait after the DA Phase

The levels of preference are

Against - Loyal

Against - Resistant - Receptive- Fan

Against - Resistant - Fan- Loyal

Against - Resistant - Loyal - Advocate

Assertive selling is needed when facing a customer/Prospect

Who knows what he wants and wants to buy from us

Who does not exactly knows what he wants and wants to buy from competition

Who knows what he wants and wants to buy from competition

Who does not exactly knows what he wants and wants to buy from us

The big difference between the "above" quadrants and the "bellow" quadrants is (multiple answers possible)

Above is about resistance and bellow is about preference

Above is about low expected added value and bellow is about high expected value

Above is about autonomy and bellow is about dependency

Above is about "changing" customer's mind, and bellow is about "alignment" with the customer's mind

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