Questionnaire

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1.Our sales process is 100 percent focused on doing what the customer asks.

disagree agree

2.The majority of opportunities we pursue are discovered through requests for proposal.

disagree agree

3.We pursue every opportunity where our products or services could fulfil the needs.

disagree agree

4.In our sales process, we focus on the people we know and really satisfy their needs.

disagree agree

5.Our salespeople take responsibility for building and maintaining relationships with the key people in the customer organisation.

disagree agree

6.Our proposals contain a convincing value proposition for the customer's top management.

disagree agree

7.Our proposal presentations contain comprehensive information about our company.

disagree agree

8.Our salespeople have the skills and industry expertise required to establish credibility with customer executives.

disagree agree

9.We screen potential sales candidates based on key elements of our sales process.

disagree agree

10.Our salespeople remain engaged with the customer between sales opportunities.

disagree agree

11.We quantify the benefits of our solution in customer-relevant measures.

disagree agree

12.We frequently do not have opportunity-specific competitive information.

disagree agree

13.Our CRM system is perceived by salespeople as administrative overhead.

disagree agree

14.We systematically review sales wins to identify best practices.

disagree agree

15.Our salespeople take responsibility for developing and executing the strategy and action plan for their opportunities.

disagree agree

16.We try to identify a real, current need before making the first call to a prospect.

disagree agree

17.The quality of our sales process clearly differentiates us from our competitors.

disagree agree

18.All information about critical success factors in sales opportunities is available to the sales team and management.

disagree agree

19.We proactively identify and mitigate issues in the sales process.

disagree agree

20.The benefits achieved by customers are readily available for use in prospecting.

disagree agree

21.Our marketing communication is tailored to the needs of the target audience.

disagree agree

22.We understand the needs of all key decision-makers before submitting a proposal.

disagree agree

23.Our sales forecasts are reliable.

disagree agree

24.Management personally demonstrates the best practices expected from salespeople.

disagree agree

25.Our company’s sales process helps us win business.

disagree agree

Sales Professional GmbH

Questionnaire

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