Skip to Content
avatar image
Former Member

Qualify the prospect & Competitive Strategy..

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

Add comment
10|10000 characters needed characters exceeded

  • Get RSS Feed

1 Answer

  • Best Answer
    avatar image
    Former Member
    Oct 19, 2008 at 08:15 AM

    1. Matching the prospect's expectations to your solution

    Add comment
    10|10000 characters needed characters exceeded

    • Former Member Former Member

      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