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Test Sales Communication: From Salesperson to Trusted Advisor
Agenda
1st QUESTION: What is the main objective of effective sales communication according to the text?
Recite a long list of product features
Transforming interaction into a long-term relationship of trust
Close the sale as quickly as possible
Use a universal sales script for all clients
QUESTION 2: What is the fundamental shift in focus in the modern sales paradigm?
From a dialogue focused on "your problem" to a monologue about "my product"
Presenting solutions before knowing the situation
From a monologue focused on "my product" to a dialogue focused on "your problem"
From focusing on relational customers to analytical customers
QUESTION 3: What two skills are essential to truly understand the client's needs?
Speak better and present products eloquently
Active listening and asking powerful questions
Use closed questions and follow a strict script
Push the product and apply pressure for conversion
QUESTION 4: What types of questions do the best sales communicators use to uncover pain points?
Closed questions to get quick yes or no answers
Rhetorical questions to demonstrate product knowledge
Questions that focus solely on product features
Open questions like how?, why?, or what would happen if...?
QUESTION 5: What is the correct mindset when selling, according to the consultative approach?
Selling is accompanying a person in their process of finding a solution
Selling is pushing a product on someone to meet objectives
The main interest is to demonstrate the superiority of the product
Pressure is what finally opens the door to conversion
QUESTION 6: What happens when a customer feels the seller is genuinely on their side?
The client feels pressured and looks for other options
The seller misses the opportunity to talk about the product
The sale becomes the natural result of a positive relationship
Interaction becomes a simple transaction
QUESTION 7: What should a strategic communicator do to make his message resonate?
Always use a universal script that has been proven to work
Always prioritize data and figures, regardless of the client
Use personal language and storytelling in all cases
Read your interlocutor and adjust your approach to each context
QUESTION 8: What type of client should be presented with a data-driven approach?
To an analytical client
To a relational client
To all customers equally
To a client who shows no interest
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