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Hello: Please complete this questionnaire to assist us in improving the consultative sales program. The questionnaire is designed to assess knowledge of a Consultative Sales approach to selling Viterra products and services.
Thank you very much for your time and support. Please start with the questionnaire now by clicking on the Continue button below. |
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Now please complete these questions about Viterra and your approach to sales.
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What is the purpose of a sales person? Check the answer you feel most accurately reflects your thoughts. |
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What is Viterra's vision? |
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When learning, or having any training for your job, what interests you? |
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When going to a meeting with an existing client, what should your objectives be? |
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When going to a meeting with a new client, what objectives should you have? |
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When you are dealing with an account, why should they buy from you? |
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When the customer raises any problems/objections you deal with them by:- |
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When presenting to customers you:- |
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When the presentation has been done and it’s time to commit for the order, how do you gain commitment/close? |
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Why is it important to pre-qualify prospects (select all that apply) |
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Please complete these questions about general questioning techniques.
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Which of these are open questions?(select all that apply) |
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When people communicate with us they communicate with us by the words they use, the tone and pace of their voice and their body language. Rank these from highest (1) to lowest importance (3). |
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Tone and pace of voice |
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Which of these questions/statements should be used to encourage further discussion?(select all that apply) |
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Please complete these questions which will test your knowledge of consultative selling questioning techniques.
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What does a situational question try to uncover? |
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Which of these questions are used to determine the situation of a client? |
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Which of these are risky situational questions? |
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What does a problem question try to uncover? |
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What is the key reason to ask problem questions? |
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Which of these are problem questions? |
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What is an implication question? |
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Which of these are implication questions? |
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Why do we need to ask implication questions? |
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Which of these are implication questions? |
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What do need-payoff questions do? |
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Which of these is a need-payoff question? |
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What do you need to know before offering a solution? |
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Please complete these questions regarding perceptions of customer value and what influences them.
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What best defines good value to a customer? |
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When dealing with customers there perception of service is determined by these four factors. Rank in order from highest (1) to lowest importance (4). |
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Civility (courteousness) |
| | Mood of the customer |
| | Concern for the customer |
| | Congeniality (dress standards, language used) |
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