Sales Strategies, models and planning – Quiz

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Question 1 of 4

1. Question
Q1. Value propositions are :
- a) Always underpinned excellent academic science and peer-reviewed papers
- b) Best drawn up by overpaid management consultants with formal business training
- c) Easy to assess and prove
- d) Based on what benefits your product and technology actually bring to your customer
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Question 2 of 4

2. Question
Q2. Working out who is actually your customer :
- a) Is dead easy, it is whoever is paying your invoice
- b) Can be complex and your customer may not be an individual, but in fact a combination of roles such as influencers, budget holders and actual users
- c) Can be assessed using a range of Freeware tools off the internet
- d) Is a job best handled by the BD team, as this sort of task is their job
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Question 3 of 4

3. Question
Q3 : Sales cycles
- a) Are important to understand, especially if you are seeking to displace an established technology with an incumbent supplier already in place
- b) Are important to understand as SMEs are normally pessimistic about sales cycles and adoption in their business plans, consistently overestimating the time it takes for customers to adopt new technology
- c) Are irrelevant as when a customer wants to buy they will buy, they can just overrule their budget allocation
- d) Are irrelevant because in the internet world Amazon can deliver anything within 24 hours
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Question 4 of 4

4. Question
Q4. Commercial planning and budgets
- a) Are for wimps, the commercial guys just need all the resources they can get and they always deliver
- b) For young companies commercial plans need to carefully crafted taking into account sales cycles and responses by competitors, as well as the need to flex funding if situations change during the year
- c) Sales volumes are what count when starting out, margins and profitability always follow, so there is no need for a budget
- d) Consistent presence at industry exhibitions is expensive and not needed, best to attend shows as and when you can
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Sales Strategies, models and planning – Quiz

Sales Strategies, models and planning – Quiz

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