DIFFERENTIATED SELLING QUIZ (DS QUIZ)

DS (Differentiated Selling) is a method to describe 4 different buyer’s personality
true
false
The vertical axis of DS can be translated in : “dealing with existing customers” is “below” and prospection is “above”
true
false
DS is (multiple answers possible)
A mercuri USP
part of the 3rd Millenium concept
integrated in the Mercuri Sales Excellence Surveys
A buying situation arises from
The attitude towards our offer and towards the seller
The attitude towards the offer and the expectations towards the sales person
The attitude towards the offer and the expectations towards the seller
The expectation towards the offer and the attitude towards the sales person
The vertical Axis of DS represent
The customer's autonomy
The customer's expectations towards our offer
The customer's attitude towards our offer
The customer's expectations towards the sales person
The 4 levels of preference are
Do it - Inform me - Advice me - commit
Against - resistant - receptive - fan
Against - resistant - fan - advocate
Autonomy is
The power within the DMU
The power to decide
The capacity to influence the decision
The capacity to decide by himself
The digital buying journey
increases autonomy
decreases autonomy
increases preference
decreases preference
can have different impacts on autonomy and preference
The customer ‘s buying journey has a high impact on the sales situation
right
wrong
Assertive Selling is needed when facing
A customer who knows what he wants and wants to buy from us
A customer who does not know exactly what he wants , and has a preference for us
A customer who knows what he wants , and want to buy from our competitor
A customer who does not know exactly what he wants and have a preference for our competitor
Projection is
Assertiveness
The capacity to change someone's mind
The capacity to understand someone's point of view
Projection is key in
Relational selling
Relational and assertive selling
Consultative and assertive selling
Relational and expertise selling
High autonomy will induce
Low expected added value from the seller
High resistance towards the offer
High resistance towards the seller
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