B2B Reps

Strategically, the risk area is where... (mark the right answer):

• A market zone exposed to competitors.

• A market zone out of your core business.

• A market zone far from your client's needs.

• The pioneer's zone.

Qualifying a customer... (Mark the wrong answer/s).

• ...is estimating if it fits the type of previous clients you manage.

• ...implies identifying traits and preparing qualifying questions.

• ...to be sure if your first contact is the "good one" or you better continue investigating.

• ...is partly done by analysing public information about the client.

A key characteristic of the agent role in B2B relationships is (mark the best answer).

• ...to provide an agile response to the client's requests.

• ...to provide solutions and not only sell products.

• ...to be very close to the core needs of the client.

• to actively participate in the service portfolio design of the company.

The shortest reach in an agreement that enables us to demonstrate the comparative advantages of our company is... (mark the best answer):

• A minimal agreement, a strategy to demonstrate capability.

• A strategy for B2C sellers.

• It is a way of gaining loyalty from a mature client.

• None is correct.

"Why are you implementing this software now?", is a question that... (mark the worst answer):

• ...helps identify further needs.

• ...is to be asked in the demo stage.

• ...is useful to qualify your lead.

• ...helps identify other interlocutors.