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List the 7 Stages of the Sales Cycle. (7)
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To add value to the product or service, a sales consultant must do 3 things. Name them. (3)
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Explain the following terms: FABs (3)
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USP’s (1)
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UPB’s (1)
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This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Explain the difference between cross-selling and upselling. (4)
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What is meant by alternative products? (1)
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Explain what is meant by consultative selling. (2)
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Explain the following ‘SPIN Selling steps. (4)
S – Situation
P – Problem
I – Implication
N – Need (or Need-payoff)
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Name the steps in the open plan selling process. (10)
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What does it mean when you close the sale? (1)
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This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.