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DIFFERENTIATED SELLING QUIZ

Differentiated Selling is a tool to describe 4 different buyer’s personality
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
Increase autonomy
Decrease autonomy
Increase preference
Decrease preference
Can have different impacts on autonomy and preference
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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