Understanding and managing the sales process – Quiz

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Question 1 of 4

1. Question
Q1. BD professionals tend to be :
- a) Restless, brash extroverts with little attention to detail
- b) Introverted creative creatures, but with a long term view
- c) Diligent types with deep understanding of their company’s technology and a clear ability to build trust with potential partners
- d) Good looking
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Question 2 of 4

2. Question
Q2. Metrics and sales performance :
- a) Are not linked, good sales guys just do their stuff best on their own
- b) If you can measure it, you can’t manage it
- c) Are difficult to set up but usually effective as sales guys are so motivated by money. However the metrics and bonus structure need to be reviewed at least once a year
- d) Motivating cross-functional teams is easy as they usually include PhDs who are smart people and can figure things out
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Question 3 of 4

3. Question
Q3. Switching costs
- a) It is always better to find a new customer than retain an old one, one has to move forward in life
- b) Regulators love high switching costs
- c) Customer stickiness is for wimps
- d) Customer stickiness is key to help retain customers, hence loyalty programmes, discount cards, ownership of data, bespoke software interfaces etc.
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Question 4 of 4

4. Question
Q4. Checks and balances on the sales process
- a) A key role of NEDs (Non Executive Directors) is to take a long hard look at the company, but then agree with whatever the Chair says to ensure Board harmony
- b) A key role of NEDs is to take an external independent view and if necessary ‘speak truth to power’ to ensure that the company is viable for the long term
- c) Companies should make sales wherever they can to maximise profits for shareholders
- d) Board diversity is a sideshow, Boards need to be made up of sector experts who add value
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Understanding and managing the sales process – Quiz

Understanding and managing the sales process – Quiz

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