Knowledge Assessment for Sales Managers

Self-Check Checklists

Checklist: Client Meeting Preparation

• [ ] Client company studied (website, reviews, press)
• [ ] Industry implementation examples prepared
• [ ] Questions for needs identification prepared
• [ ] Key decision makers identified
• [ ] Platform demonstration prepared
• [ ] Alakris Group company materials prepared
• [ ] ROI examples for similar business prepared

Checklist: Needs Identification

• [ ] Open questions used to understand current situation
• [ ] Problem questions asked to identify pain points
• [ ] Questions about consequences of problems asked
• [ ] Customer problem priorities identified
• [ ] Key customer pain points documented
• [ ] Decision makers identified
• [ ] Customer budget assessed

Checklist: Value Presentation

• [ ] Presentation adapted for specific customer
• [ ] Focus on solving specific customer problems
• [ ] Quantitative benefits shown
• [ ] Examples from same industry provided
• [ ] Expected ROI calculated
• [ ] Solution uniqueness demonstrated
• [ ] Interests of different decision makers considered

Checklist: Objection Handling

• [ ] Validity of objection acknowledged
• [ ] Reasoned response provided
• [ ] Additional arguments presented
• [ ] LARA model (Listen, Acknowledge, Respond, Add) used
• [ ] Objection turned into advantage
• [ ] Clarifying questions asked
• [ ] Customer benefits emphasized

Test Questions for Each Section

Section 1: About Alakris Group

1. What is Alakris Group's mission?

   • a) Creating innovative technologies
   • b) Help business grow faster, work more efficiently, and earn more
   • c) Developing AI solutions
   • d) Digitalizing small business

2. How many years of experience in building real businesses does Alakris Group have?

   • a) 15 years
   • b) 18 years
   • c) 20 years
   • d) 25 years

3. What are the main customer segments served by Alakris Group?

   • a) Only large business
   • b) Only small business
   • c) Franchise networks, retail, SMB
   • d) Only startups

Section 2: Products and Services

4. What is a multi-agent AI platform?

   • a) Simple CRM system
   • b) Several autonomous intelligent agents interacting to achieve a common goal
   • c) Customer database
   • d) Mobile application

5. What agents are included in the multi-agent platform?

   • a) Only sales agent
   • b) Sales, service, analytics, marketing and operations agents
   • c) Only analytics and marketing agents
   • d) Agents are not used

6. What benefits does the platform provide to business?

   • a) Only automation
   • b) Cost reduction, profit increase, improved customer experience, simplified scaling
   • c) Only improved customer experience
   • d) Only profit increase

Section 3: Target Audience

7. What pains are most characteristic of franchise networks?

   • a) Only scaling problems
   • b) Difficulty controlling locations, inefficient inventory management, lack of unified system, scaling difficulties
   • c) Only inventory problems
   • d) Only quality problems

8. What needs are most important for retail?

   • a) Only automation
   • b) Competition and retention, inventory management, experience optimization, process automation
   • c) Only cost reduction
   • d) Only personalization

9. What pains are most characteristic of SMB?

   • a) Only resource shortage
   • b) Limited resources, growth necessity, competition, digitalization
   • c) Only growth necessity
   • d) Only competition

Section 4: Pricing and Partnership Models

10. What pricing models does Alakris Group offer?

    • a) Only one model
    • b) Premium, Professional, Business, Startup
    • c) Only Professional and Business
    • d) Per individual request

11. What is the minimum contract term?

    • a) 1 month
    • b) 3 months
    • c) 6 months
    • d) 1 year

12. What does the Premium model include?

    • a) Basic functions
    • b) Unlimited number of users, full access to all functions, personal manager, individual customization
    • c) Only cloud deployment
    • d) Only technical support

Section 5: Case Studies and Examples

13. What ROI did "Sushi-Market" clients show?

    • a) 100%
    • b) 200%
    • c) 300%
    • d) 400%

14. What repeat purchase growth did "Coffee-Line" network show?

    • a) 25%
    • b) 35%
    • c) 42%
    • d) 50%

15. By how much was the time to open a new location reduced for "Sushi-Market"?

    • a) 20%
    • b) 30%
    • c) 40%
    • d) 50%

Section 6: Sales Methodology

16. What stages does the sales process include?

    • a) Only presentation
    • b) Preparation, needs identification, value presentation, demonstration, terms discussion, decision maker work, closing
    • c) Only needs identification and closing
    • d) Only demonstration and closing

17. What does the SPIN model mean?

    • a) Situation, Problem, Implementation, Needs
    • b) Situation, Problem, Implication, Need-payoff
    • c) Sales, Process, Implementation, Negotiation
    • d) Strategy, Process, Implementation, Needs

18. What types of decision makers are identified?

    • a) Only owners
    • b) Owner/CEO, operations director, IT director, finance director
    • c) Only directors
    • d) Only financial personnel

Section 7: Objection Handling

19. What model is used for responding to objections?

    • a) Only LARA
    • b) LARA (Listen, Acknowledge, Respond, Add) and Feel, Felt, Found
    • c) Only Feel, Felt, Found
    • d) Only SPIN

20. What does the "Feel, Felt, Found" technique mean?

    • a) Feel, sense, find
    • b) I understand how you feel, other clients felt the same way, but they found...
    • c) Feeling, felt, found
    • d) Only emotional response

Practical Assignments

Assignment 1: Customer Needs Analysis

Situation: You're having the first meeting with the owner of a 12-coffee shop network. He says: "We have a stable business, but average order value is declining while competition is growing. We've tried different marketing campaigns, but the effect is temporary."

Assignment:

1. Formulate 5 questions to identify deep needs
2. Determine which agents of our platform can help the customer
3. Prepare a brief description of solution value
4. Calculate approximate ROI using data from the "Case Studies" section

Answers:

1. Questions:

   • How do you track customer behavior and preferences?
   • What customer data do you use for personalization?
   • How do you retain regular customers?
   • What metrics do you use to evaluate campaign effectiveness?
   • How do you forecast demand and manage inventory?

2. Agents: Marketing agent (personalized campaigns), analytics agent (customer behavior analysis), sales agent (personalized offers)

3. Value: The platform will enable creation of personalized offers for each customer, increasing average order value and purchase frequency, as well as improving loyalty.

4. ROI: With a 15% increase in average order value and 25% increase in repeat purchases, with an average order value of $6 and 1,000 customers per day, additional profit would be approximately $25,200 per year. With solution cost of $1,800/month, ROI would be approximately 140% per year.

Assignment 2: Value Presentation

Situation: Customer is a franchise network of 20 locations facing quality control problems and inconsistent service.

Assignment:

1. Prepare 3 key messages for business owner
2. Prepare demonstration of one key function
3. Calculate expected effect from implementation
4. Prepare arguments for overcoming possible objections

Answers:

1. Key messages:

   • Centralized quality control across the entire network
   • Standardization of service standards
   • Improved customer loyalty and average order value

2. Demonstration: Show quality control module with real-time KPI monitoring capability for all locations

3. Effect: With 25% improvement in customer loyalty and 15% increase in average order value, additional profit would be approximately $57,600 per year

4. Arguments: Solution pays for itself in 6 months, requires no business process changes, integrates with existing systems

Assignment 3: Objection Handling

Situation: Customer says: "We already have an internal development team. We'd rather create our own solution than pay for someone else's."

Assignment:

1. Identify type of objection
2. Prepare response using LARA model
3. Formulate arguments about advantages of ready solution
4. Prepare alternative proposal

Answers:

1. Type of objection: Objection regarding need for external solution

2. Response using LARA model:

   • Listen: "I heard that you have your own development team"
   • Acknowledge: "This is indeed a strong advantage"
   • Respond: "But creating a similar solution from scratch would take 12-18 months and require significant resources"
   • Add: "For example, one of our clients who tried to create a similar solution with internal resources spent 2 years and $96,000, but never achieved the required functionality level"

3. Arguments:

   • Ready solution already tested on hundreds of clients
   • Quick implementation (6-8 weeks)
   • Continuous updates and improvements
   • Savings on development and support
   • Access to best practices and experience

4. Alternative proposal: Offer API integration so internal team can use our platform as a foundation for their solutions

Manager Readiness Assessment Criteria

Level 1: Beginner (0-40%)

• Basic knowledge of company and products
• Basic understanding of target audience
• Needs support during meetings
• Can handle simple requests

Level 2: Advanced (41-70%)

• Good understanding of products and services
• Can conduct meetings with minimal support
• Applies basic sales techniques
• Can answer standard questions

Level 3: Expert (71-90%)

• Deep understanding of all aspects
• Confidently conducts meetings and presentations
• Effectively handles objections
• Can adapt approach for each customer

Level 4: Master (91-100%)

• Expert knowledge of all aspects
• Creates own approaches and strategies
• Trains other managers
• Consistently achieves high results

How to Use Criteria

Evaluate yourself on each criterion and determine overall readiness level. Use results for planning further learning and development.

Final Readiness Test

Question 1

How would you explain to a customer that multi-agent architecture is better than traditional solutions?

Question 2

What approach do you use to identify customer's hidden needs?

Question 3

How do you respond if a customer says the price is too high?

Question 4

What arguments do you present to a business owner, operations director, and IT director?

Question 5

How do you demonstrate ROI to a customer?

Tip

Regularly take tests and complete practical assignments to maintain high knowledge and skill levels. Use checklists as reminders before customer meetings.

Self-Development Plan

1. Week 1-2: Company and Product Study

   • Read all documentation sections
   • Take tests for each section
   • Practice product presentations

2. Week 3-4: Objection Handling

   • Practice standard objections
   • Practice dialogues
   • Study examples from case studies

3. Week 5-6: Sales Methodology

   • Study all sales stages
   • Practice needs identification
   • Practice value presentation

4. Week 7-8: Practice

   • Participate in real meetings
   • Analyze successful and unsuccessful meetings
   • Adjust approaches