Sales Management Quiz

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Question 2 of 11

2. Question
Once the Capacity Plan and Coverage Strategy is defined, the Portfolio Creation Strategy is self-evident
- How many partners in total are needed?
- How many partners in specific geographies are needed?
- How many partners by product or solution are needed?
- How many of what types of partners are needed?
- How many deals can one partner win in a given year?
- How many customers can one partner support at a time?
- How many partners will achieve the highest level status in the program this year?
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Question 3 of 11

3. Question
Which of the following are valid Co-Sell Strategies? (Choose all that apply)
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- Resource(s) gets to know partners intimately enough to work closely with each of them
- Resource(s) knows partners by name and characteristics but has too many to work closely with each one of them
- Resource(s) interact with partners almost exclusively in a programmatic way
- No Match
- Depth
- Breadth
- Unmanaged
- Develop
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Question 4 of 11

4. Question
The Channel Sales Strategy Rule of Engagement should answer which set of questions?
- True, certain capacity plans and coverage strategies lead to obvious Portfolio Creation strategies
- False, Portfolio Creation strategies are completely independent of the which Coverage Strategy is chosen and the results of the Capacity Plan
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Question 5 of 11

5. Question
Channel conflict only occurs between the Channel and the Direct sales organizations
- Shoulder-to-shoulder selling with the partner to the customer
- Offline opportunity advice and sales guidance provided to partners on specific customer deals
- Completely hands-off approach – partner is on their own
- Run opportunities generated by partners without partner involvement
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Question 6 of 11

6. Question
Why is pipeline, forecast and reporting expectations an important part of the Channel Sales Strategy?
- How do we engage with partners in a co-sell situation, how much do we engage in a co-sell situation, what types of opportunities or what characteristics must exist for us to engage, etc.
- Which partner sellers are eligible for co-sell support, what stages of the sales cycle will we engage in, what customer roles will we speak to, etc.
- How do partner sellers turn over an opportunity to a Channel Manager, how much margin must be sacrificed for co-sell support, who will own customer at the end of the sale, etc.
- When to walk away from a sales opportunity, how much discount is pre-authorized on a deal, what contract language can be changed, etc.
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Question 7 of 11

7. Question
Why is it important to define “Customer Ownership” as part of the Channel Sales Strategy? (Choose all that apply)
- False, channel conflict can exist between any two parties trying to work the same customer opportunity.
- True, channel conflict by definition is between direct sales people and channel sales people
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Question 8 of 11

8. Question
Should the Channel Sales Strategy require that partners use your Sales Process as their own?
- These expectations define how closely or integrally we are involved in the partners “business” with our shared customers
- We need to clearly define for partners that anything doing with our product/solution is our data, not theirs
- Pipeline is really a marketing issues, so not part of the Sales Strategy
- These expectations put the partner on notice that transparency is critical in a trust-based partnership relationship
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Question 9 of 11

9. Question
Which items would be reasonably identified as part of the Process & Standards part of the Channel Sales Strategy? (Choose all that apply)
- To clearly set expectations with partners on items like future business, support, renewals, maintenance, etc.
- To head off Channel Conflicts before they arise within the ecosystem
- To head off Channel Conflicts before they arise with the Direct Sales team
- To ensure the partner knows that we own the customer in all cases and situations
- To ensure the customer knows that we own the customer in all cases and situations
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Question 10 of 11

10. Question
If you are leading a Channel Sales team, what should you be doing to assist your team in driving your strategy into execution?
- Not necessarily, this should be what the Channel Sales Strategy defines
- Yes, otherwise there is no way to accurately conduct pipeline analysis or generate a reliable forecast
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Question 11 of 11

11. Question
What activities represent Key Customer Opportunity support as the “Executive Leader” (Choose all that apply)
- Standard Proposal Template
- Available Demonstration Environment
- Standard Quote / Order Template
- Pipeline Review Template
- Standard Contract
- Sales Support Roles
- MDF Application
- Co-Sell Support Request
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