YalaTech Co.,Ltd Tel: +86-20 31177067 www.yalatechnology.

com

Written examination for Sales Representative

Answer the below questions in English

1.There is a very strong local trader from the destination country came to ask for solo agent
cooperation. And we really like to cooperate with them, we believe they are strong in the local
market. However, they squeeze us too hard on price and leave us no margin at all.

We have negotiated the price for many days and we can't move forward. What shall we do?

1) From the experience I have gained throughout my professional experience as a sales

Representative, the best response to such important customers would be a kind of assertive
pacifism. Refuse to fight, but refuse to let the customer take advantage of you. Don’t cave in to let
them think you are making huge profits plus don’t counterattack but hold your ground. Never close a
door and keep opening new ones. Try to draw the customer into a creative partnership where both
parties can work together for inventive solutions that never occurred with any other customers to
secure a win-win situation for both companies. Finally we should commit to a solution only after it’s
certain to work for both parties. If a potential customer senses that the salesperson is digging into a
position, the chances of successfully closing the deal are dramatically reduced. So, a better approach
is to suggest hypothetical solutions. Compare these two approaches to finally close the deal with the
customer for a win-win situation.
 YalaTech Co.,Ltd Tel: +86-20 31177067 www.yalatechnology.com

2. Buyer ask you: Have you ever received quality claims from your other customers?

The basic understanding of business is very important. Since Business to Business (B2B) and Business to
Customer (B2C) have the same purpose of selling products to their customers, the model of deals and
business is different on many levels. For B2B buyers, price is usually secondary. They insist on quality
products that they can rely on for the long-term, even if it means paying a few thousand dollars extra.

Their sales process is complicated too which often involve legal teams, signing contracts, and negotiating
service-level agreements (SLAs). The trend of setting up customer success teams in the B2B space is
so important because the focus is shifting from new customer acquisition to customer retaining.

It is very important to make sure your buyer/customer knows that you are not just providing the
products but also the assured warranty to the buyer against the product you are selling. The product
value is so important to convince new buyers why he should buy your product so reassurance
provided by supplier that the quality claims will be treated as per buyer needs reassures to secure
the deal.

3. If we have developed 5 POS system provider companies in Malaysia who are willing to cooperate
with YalaTech to sell our electronic price tag products. How can we quickly develop 50 POS system
provider companies in Malaysia to sell our digital price tags in 3 months?

3) Since Yala-Tech have already entered in Malaysian market through 5 POS system provider
companies, it is high time to first test the Malaysian market and its demand. After understanding the
demanded products through market research, we will have a clear understanding which cities and areas
are more important to target to sell our digital price tags. Once it’s done we can Use this feedback to
refine our product as per market need and if the feedback is good, we’re ready to develop more system
provider companies in preparation for selling it.

4. What is your philosophy in making the sale?

4) Every salesperson have a sales philosophy that they firmly believe in. For me, it represents your
values and defines who you are as a company and as a salesperson. It also affects how you approach your
customers and how effective you are at making the sale. I believe I must be interested myself, or I cannot
interest others , and the way I can become interested, is to know what I am selling to my customer and
how I am pitching my idea to them.