Old Sales Formulas do not work today because customers

2.4 QUIZ ONE

QUESTION 1

.Choose one • 1 point

Old Sales Formulas do not work today because customers are more sophisticated and knowledgeable. The new model is based on what we call _______________________.

· Alternate Close Method

· Ben Franklin Close Method

· Relationship Selling Model

 

QUESTION 2

.

Choose one • 1 point

The New Sales Model consists of four steps: Build Trust, Identify needs Accurately, Present your product/service and ask the customer to make a buying decision. What is the most important step?

· Build Trust

· Identify needs accurately

· Present your product/service

 

QUESTION 3

.

Choose one • 1 point

Your success is determined by your attitude, your personality, and your level of motivation. Perhaps, as much as ______ %.

 

· 30%

· 50%

· 80%

 

QUESTION 4

.

Choose one • 1 point

Having positive expectations, using positive self-talk, Practicing positive visualization and Consuming positive mental food will:

· Help you develop and maintain high levels of enthusiasm and selling energy

· Help you win every sales contest

· Take a significant portion of your time every week that could be better spent prospecting

 

QUESTION 5

.

Choose one • 1 point

The people you associate with have an inordinate effect on your thinking and on your emotions. You should associate with:

· Your peers

· Winners

· Sales Managers

 

QUESTION 6

.

Choose one • 1 point

The Three primary sales activities of salespeople trying to reach their goals are:

· Prospecting, Presenting and Attending Meetings

· Prospecting, Attending Meetings and Closing

· Prospecting, Presenting and Closing

 

QUESTION 7

.

Choose one • 1 point

In order to achieve your personal income goals for yourself every month, you should determine your ratios. These ratios include How many calls to you need to make to get X number of appointments, to get X number of prospective customers to follow up with, to get X number of sales closed. So if your ratio is 20:5:2:1 it means:

· You need 50 calls, 5 appointments, 2 follow ups, 1 closed sale

· You need 20 calls, 5 appointments, 2 follow ups, 1 closed sale

· You need 40 calls, 5 appointments, 2 follow ups, 1 closed sale

 

QUESTION 8

.

Choose one • 1 point

You should set your Priorities during Work Time. You should do all the following EXCEPT:

· Improve your prospecting, presenting and closing skills.

· Networking with co-workers

· Make positive choices about what you will spend your time doing and then focus on result oriented activities.

 

QUESTION 9

.

Choose one • 1 point

The average salesperson actually works ____________ hours a day. The rest of the time is wasted chatting with co-workers, checking e-mail, social media, drinking coffee, snacking, etc.

· 60 minutes a day

· 115 minutes a day

· 90 minutes a day

 

QUESTION 10

.

Choose one • 1 point

You only make sales when you are actively engaged with the customer. This could be in person, in a virtual meeting or during a phone call.? This time is called:

 

· Face Time

· Focused Time

· Research Time

 

QUESTION 11

.

Choose one • 1 point

Three important words for success in Sales are:

· Clarity, Focus and Concentration

· 2. Focus, Concentration and Activation

· 3. Clarity, Concentration and Activation

 

QUESTION 12

.

Choose one • 1 point

.  Your level of ________________   __________________ is the foundation of credibility, confidence, and sales competence. 

· Education Level

· Motivation Level

· Product Knowledge

 

QUESTION 13

.

Choose one • 1 point

You should understand your Target Market. The Target Market may be explained by the following:

· Demographics, Psychographics and Ethnographics

· 2. Demographics, Physiographics and Ethnographics

· 3. Demographics, Psychographics and Incomegraphics

 

QUESTION 14

.

Choose one • 1 point

In order to determine your competitiveness in the work place, you should conduct an Analysis of:

· Strengths, Weaknesses, Organization, Threats

· Strengths, Worthiness, Opportunities, Threats

· Strengths, Weaknesses, Opportunities, Threats

 

QUESTION 15

.

Choose one • 1 point

The most important factor in successful selling is the development of ___________ ___________________.

· Sales Techniques

· Competitive Advantages

· Marketing Quotas

 

QUESTION 16

.

Choose one • 1 point

Determining your ideal customer allows you to concentrate on one _____________ of the market.

· Segment

· Demographic Factor

· Sizable Portion

 

QUESTION 17

.

Choose one • 1 point

One of the most important parts of the sales process is:

· Calling on closed accounts

· Closing accounts with low commissions

· Finding new people to buy your product or service

 

QUESTION 18

.

Choose one • 1 point

Solving problems for customers will enable you to make sales. Problems fall into these 3 categories:

· 1. Obvious and Clear, Not Obvious and Clear and Make Believe

· Obvious and Clear, Not Obvious and Clear and Nonexistent

· 3. Obvious and Clear, Make Believe and Nonexistent

 

QUESTION 19

.

Choose one • 1 point

In Business to Business Selling, Businesses determine the value of your product or service by the _______________ between the price you charge and the financial benefits they will enjoy as a result.

· total satisfaction

· combined weight

· difference

 

QUESTION 20

.

Choose one • 1 point

One of the greatest time wasters in the sales business is spending time with people who cannot or will not buy your product/service. If you ____________ your prospects clearly at the beginning of the sales conversation, you can save enormous amount of time, and increase your income substantially.

· Research

· Qualify

· Trust