In which stage are you in the sales lifecycle if you are working on these activities: Gain Access to
Key Stakeholders, Frame Value Case with Customer, and Explore Business Case for Moving
Forward?

In which stage of the Customer-Driven Methodology would you explore a business case for
moving forward?

What is the importance of forming a set of objectives for the initial business meetings with your
customer?

You are progressing well with a potential customer. However, when completing a SCOTSMAN
review your Sales Manager notices that you do not have enough information about the Situation.

What information should you seek in your next customer meeting to move your sales campaign
forward?

What is the S.C.O.T.S.M.A.N. form?

What is the best example of a quantified business value statement that you can make to your
customer?

Which is the most important thing you should do when preparing for your first call with a potential
customer?

You are using the Sales Qualification Checklist to assess the quality of your sales opportunities.
Which question on the checklist helps you determine the Basis of Decision?

The CEO of your customer’s company will be a decision-maker on the potential purchase of an HP
IT solution. Which level of influencer is the CEO likely to be?

You are preparing the final presentation on a major proposal to your enterprise customer. Which
statement should you make to get their attention early in your presentation?