Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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How
large an amount of money constitutes a major account? a. | 10% of the
firms turnover | b. | £100,000 or more | c. | There is no
specific amount | | |
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2.
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Which
of the following is NOT a feature of a major sale? a. | Long selling
cycle | b. | Same-day closing | c. | Ongoing
relationship between buyer and seller | | |
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3.
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A
customer buying a photocopier would be: a. | A simple episode with no previous
relationship | b. | A complex episode with no previous
relationship | c. | A complex episode in a well-developed
relationship | | |
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4.
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Which
of the following is NOT a major advantage of establishing a relationship? a. | Adaptation | b. | Reconciliation | c. | Reduced
transaction costs | | |
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5.
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What
does PPF stand for? a. | People, process, forces | b. | Product,
process, facilitation | c. | Place, product, price | | |
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6.
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Which
of the following is NOT a stage in KAM/PPF model? a. | Partnership-KAM | b. | Synergistic-KAM | c. | Courtship-KAM | | |
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7.
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What
is meant by demonstrating capability? a. | Identifying and exploring the problem | b. | Showing that the
firm has a solution for the problem and the capacity to put it in place | c. | Getting the
buyer to commit to the solution | | |
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8.
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What
is a continuation? a. | The sales process carries on, but no specific action has taken
place so far | b. | The sales process has moved further towards a
decision | c. | The sales process has moved to a different
subject | | |
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9.
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What
does SPIN stand for? a. | Sales, purchases, information and
need | b. | Situation,
problem, implication and need-payoff | c. | Solution, problem, ideas and niche | | |
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10.
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Which
of the following is NOT true in major account selling? a. | The more calls,
the more sales | b. | Working smarter is better than working
harder | c. | Coaching is about strategy, not
skills | | |
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