Qualify the prospect & Competitive Strategy..

[Former Member]

Hello,

I need to choose the right answer for each of these.

1. When initially qualifying the prospect, which information is required?(only one answer is right i believe)

The sales person's relationship to the prospect

The drivers and requirements

The political situation at the prospect

References

Matching the prospect's expectations to your solution

2. If your solution only covers some of the requirements of the prospect, what would the best competitive strategy be?(only one answer is right i believe)

Defensive

Offensive

Occupying a Niche

Flanking

Retreat

Thanks,

Neehal

Edited by: Neehal on Oct 19, 2008 1:43 AM

Edited by: Neehal on Oct 19, 2008 8:24 AM

[former_member583013 · Accepted solution]

1. Matching the prospect's expectations to your solution

[Former Member · Accepted solution]

Hi Suda,

I got the answer to the first one . The right answer is The drivers and requirements.

I Still need the answer to the second one. I believe Retreat and offensive are wrong.

Thanks,

Neehal

[Former Member · Accepted solution]

1. When initially qualifying the prospect, which information is required?(only one answer is right i believe)

The sales person's relationship to the prospect

The drivers and requirements

The political situation at the prospect

References

Matching the prospect's expectations to your solution

Correct Answer:

The drivers and requirements

2. If your solution only covers some of the requirements of the prospect, what would the best competitive strategy be?(only one answer is right i believe)

Defensive

Offensive

Occupying a Niche

Flanking

Retreat

Correct Answer:

Occupying a Niche