CSI Module 5 G&W

Question 1 of 33

Features

Are the tangible components of the product
Are the first element of the solution step
Are more powerful if they are unique
Describe what the product is or has
All of the above

Question 2 of 33

List three features and advantages of one of your top selling products. What are their associated benefits? It is not necessary that the benefits are listed as STEPS. But STEPS are clearly benefits to the customer, provided he has expressed interest or concern with STEPS.

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 3 of 33

Every sales presentation should

Reflect the needs and interests of the customer
Be organized and planned in advance of the actual presentation
Be interactive with the customer
Not end before a next step is determined
All of the above

Question 4 of 33

If the salesperson is selling a service, he should

Substitute the word "Features" with the word "Recommend"
Skip the solution step altogether
Skip the 6-S presentation altogether
Wing it
All of the above

Question 5 of 33

How many 6S presentations have you delivered since first attending CSI? What has been your customers response to the 6S methodology?

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 6 of 33

The “6-S” methodology is a process for

Organizing and planning for high-impact presentations
Delivering high-impact presentations
Walking the customer through the features, advantages and benefits of a solution
Walking the customer through the implementation of your solution
All of the above

Question 7 of 33

The definition of the word advantage is

A feature of the product
The price of a product
The function or performance characteristics of the product or one of its features
The same as a benefit
The brand of a product

Question 8 of 33

The first “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 9 of 33

In the Solution step the word benefits and value are used interchangeably

True
False

Question 10 of 33

Set the Stage includes

Everything the sales person does leading up to the sales call
Introductions
Arranging a venue and preparing materials for the sales call
Confirming the attendees of the sales call
All of the above

Question 11 of 33

The sixth “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 12 of 33

Before transitioning between each step of the 6S presentation, the salesperson should

Ask the customer to respond
Ask the customer if he may proceed to the next step
Announce the next step in the process
Answer any questions the customer may have up to this point in the presentation
All of the above

Question 13 of 33

The Steps Moving Forward in the 6-S presentation

Reviews the implementation process associated with a solution
Begins with an agreement to move forward
Should include an agreement to meet at a future date to audit the impact of the solution
Precedes the pricing of the solution
All of the above

Question 14 of 33

A sales person should start to Set the Stage

As soon as possible by confirming attendees and a venue
By confirming the date in writing to all the attendees
By preparing materials for the call and confirming the availability of others
By preparing the details of the agenda and sending the agenda to the attendees in advance
All of the above

Question 15 of 33

The Steps Moving Forward

Is the best way to close the customer
Helps salespeople who have close reluctance to close the customer
Helps the customer understand what happens should he agree to move forward
May includes dates or approximate dates depending on what is most realistic
All of the above

Question 16 of 33

The agenda of the meeting

Should actually be a proposed agenda, in that it allows the customer to make modifications
Lets the customer know you have put thought into the meeting
Could be printed on the poster so that it can be referenced throughout the meeting
Includes pricing, but as the last step in the agenda.
All of the above

Question 17 of 33

The pricing of the solution

Is the last step of the agenda
Makes no sense to anyone if the solution is not the right one
Should never be discussed until the solution and implementation steps have been discussed
Can be presented as Option A and Option B
All of above

Question 18 of 33

A benefit

Is the impact that the product would make on the customers business
Could be one of the STEPS, depending on the customer’s needs
Should be tied to the needs of the customer
Should be measurable
All of the above

Question 19 of 33

Good presentations require

Practice
Preparation
An understanding of how my solution addresses the customer's concerns
A commitment to excellence
All of the above

Question 20 of 33

The fifth “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 21 of 33

Write out a typical agenda for a sales call.

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 22 of 33

The Summary step of the 6-S presentation

Should be very similar to the agenda
Could be long or short depending on the presentation
Should absolutely review the benefits of the solution
Should be introduced with the attention getting words, “IN SUMMARY”
All of the above

Question 23 of 33

The Solution step of the 6-S presentation

Is made up of features, advantages and benefits
Should include an example, a reference or some data to back up the benefit
Should tie benefits to critical needs of the customer
Should be clear and organized
All of the above

Question 24 of 33

The “6-S” methodology

Can be modified for any type of presentation, even one not related to sales
Can be modified for an informal sales call
Can be turned into a written sales proposal
Is separate from but should properly stage the presentation of pricing
All of the above

Question 25 of 33

The 6-S presentation formation

Can be turned into a written document
Follows an easy to learn, easy to follow, and repeatable pattern
Should be interactive with the customer
Can be modified for nearly any time-frame
All of the above

Question 26 of 33

The second “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 27 of 33

Write out a typical Sequence of Events for a customer. Be sure to include DATES, EVENTS, and PURPOSE

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 28 of 33

The third “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 29 of 33

Make a list of 5 things that you would do to “Set the Stage” for an upcoming sales call with a Key Decision-Maker.

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 30 of 33

The Sequence of Events

Includes a systematic chronology of events that involves the customer leading up to the sales call
Demonstrates the “sweat equity” the salesperson has put into preparing for the meeting
Includes the salesperson’s understanding of the customer's critical needs
Invites the customer to comment on the salesperson's understanding of the critical needs
All of the above

Question 31 of 33

Write out a typical Summary for a 6S presentation.

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Question 32 of 33

The fourth “S” in the 6-S presentation process stands for

Set the Stage
Set the Agenda
Sequence the events
Solution
Summary
Steps moving forward

Question 33 of 33

List some probable Steps Moving Forward associated with the implementation of a solution for one of your customers. Steps Moving Forward is also known as Step-by-Step Closure.

This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.

Assessment Summary

Information

Results

Results

Categories

1. Question

2. Question

3. Question

4. Question

5. Question

6. Question

7. Question

8. Question

9. Question

10. Question

11. Question

12. Question

13. Question

14. Question

15. Question

16. Question

17. Question

18. Question

19. Question

20. Question

21. Question

22. Question

23. Question

24. Question

25. Question

26. Question

27. Question

28. Question

29. Question

30. Question

31. Question

32. Question

33. Question