As a sales person, what do YOU sell FIRST on a sales call : 1 - The fine reputation of the company you work for 2 - The great service or product you are selling 3 - The reasonable price for the product or service 4 - Your personality, your style, yourself When talking about the $$ amount of the service or product you're selling, the WORD YOU would use is : 1 - Cost 2 - Price 3 - Investment 4 - Total When you QUALIFY a customer you : 1 - Find out if they are who they say they are 2 - Find out if their credit is good 3 - Find out what they want 4 - Find out what they need and what they can afford In general MOST people buy a PRODUCT because they : 1 - Need it 2 - Want it In a RETAIL type sale, WHICH greeting would YOU use to greet a customer: 1 - Can I help you 2 - Are you looking for something special 3 - Shake their hand and introduce yourself 4 - None of the above In general MOST people buy a SERVICE because they : 1 - Need it 2 - Want it What is a sales OBJECTION : 1 - It's when you can't answer a customer's question 2 - It's the way customers react to a poor sales presentation 3 - It's an excuse not to buy 4 - It's usually the first step in closing the customer Customers make OBJECTIONS because : 1 - They are insecure about buying your service or product 2 - They didn't like your sales pitch 3 - You didn't do a good job of selling the customer 4 - You're selling the wrong product or service When you have actually CLOSED a sale you : 1 - Sign the contract 2 - Deliver the product or service 3 - Get the customers word they will buy 4 - Get the check Which word below would SCARE a RETAIL customer the most : 1 - Investment 2 - Purchase 3 - Contract 4 - Buy After you ask a CLOSING question, you should : 1 - Immediately list all the reasons they should buy 2 - Emphasize the good price and quality 3 - Leave them alone to make a decision 4 - Say nothing If you were selling the LAST product in stock and the customer complained it was SLIGHTLY damaged you would : 1 - Tell the customer you would order another one for him 2 - Tell them it's the last one, take it or leave it 3 - Say if they are serious, you will see about a discount 4 - None of the above Customers give off BUYING signs. Which example is NOT a buying sign : 1 - They ask more questions 2 - They say the price is too high 3 - They ask if it comes in another color or size 4 - They say they will make a decision tonight. When a customer wants to THINK it over, you should : 1 - Give them the time they need to make a good decision 2 - Tell them it's the last one in stock and it may be gone soon 3 - Ask them if there is an unanswered question in their mind 4 - Thank them for coming in and give them your business card As an experienced salesperson, which of the following do YOU think is MOST important item to know in a sales presentation : 1 - The price of the goods you're selling 2 - The wholesale cost of the product or service 3 - The correct way to read and respond to a customer 4 - Everything you can about the product or service What is COLD CALLING : 1 - Telephoning an upset customer 2 - Calling around to find the best price 3 - Calling on a potential new customer 4 - Calling the customer after the sale The very best source of NEW leads is : 1 - Old customers 2 - Newspaper 3 - Friends 4 - Cold calling If YOU were COLD CALLING via phone for a LOW priced product, you would EXPECT to have : 1 - 20 new leads a week 2 - 50 new leads a week 3 - 100 new leads a week 4 - 200 new leads a week Is it BETTER to be working on : 1 - One or two REALLY big deals 2 - One REALLY big deal and a FEW smaller ones 3 - Many small deals and a couple BIG ones 4 - A LOT of BIG deals If a customer asks you a question you CAN'T answer you should : 1 - Tell them what you think they want to hear 2 - Tell them you will call later with an answer 3 - Ask them a question you know they can't answer 4 - Tell them you don't know but will find out immediately What is YOUR view of selling for a living : 1 - It's a good living 2 - It's a game, and I like to win 3 - It's a challenge, and I like to excel 4 - None of the above Which one of the following would help YOU the most in THIS sales position 1 - Learn more about this company's products or services 2 - Take a good sales course 3 - Take a body language course 4 - Learn more about the competitors products or services The BEST way to spend your time waiting in the reception area is : 1 - To read a magazine and stay quiet 2 - Read the company's brochures and newsletters 3 - Check over your sales materials 4 - Go over your sales pitch in your mind The customer has just phoned and CANCELED an order, you would : 1 - Call them back and find out the reason 2 - Tell the boss so the goods don't sit there 3 - Write them a letter to find out the problem 4 - Turn them over to customer support Which is the most important thing YOU do after a sale : 1 - Analyze the sale 2 - Call in a few days to thank the customer 3 - Call the customer to see if they are satisfied 4 - Ask the customer for other potential customers If you're SELLING 2 out of 5 customers, ARE you doing well : 1 - Yes 2 - No 3 - It would depend on where you worked and what you sold The BEST sales approach for YOU is to : 1 - Be kind and courteous 2 - Dominate and control the sale 3 - Let the customer do most of the talking 4 - Ask questions After a NO sales day OR a bad sales day I'm : 1 - Depressed 2 - Angry at myself 3 - Even, not up or down 4 - Anxious to do better tomorrow If selling over the PHONE you would FEEL most comfortable : 1 - Being aggressive and read from a prepared script 2 - Being natural, relaxed, use your own words 3 - Changing styles with different type customers 4 - Being low keyed, not very aggressive but factual A customer shows INTEREST when : 1 - They cross their arms 2 - They change their tone of voice 3 - They cross their legs or sit forward 4 - They talk louder A product COSTS $28.00 to produce. The company SELLS it for $499.00. Is this FAIR to the customer : 1 - Yes 2 - No 3 - I don't know 4 - It depends on where you're selling it and to whom you are selling. A customer is looking at the most EXPENSIVE product you offer. Their credit check said they can't afford it. Do you : 1 - Tell them the truth and steer them towards something they can afford 2 - Don't hurt their feelings, tell them You will TRY to get financing 3 - Tell them the cheaper one is actually a better deal 4 - None of the above The BEST way YOU have found to sell a service or product is : 1 - On quality and price 2 - On what the customer needs 3 - On the benefits 4 - On what everyone else is buying The Best way for YOU to have good customer relations is to : 1 - Give the customer a good deal 2 - Give the customer what they need 3 - Have a good customer support group 4 - Make the customer THINK you're their friend The person MOST likely to LISTEN to your sales pitch is : 1 - The sales manager 2 - The president 3 - The comptroller 4 - The secretary The BEST person YOU have found to GIVE your sales pitch to is : 1 - The sales manager 2 - The president 3 - The comptroller 4 - The secretary In general, MOST customers need to : 1 - Be pushed into a sale 2 - Be lead into a sale 3 - Be given time to make a sound decision 4 - Be convinced they can't live without it In sales jargon, the word STIFF means : 1 - Can't be financed 2 - Won't buy 3 - Has no personality 4 - Is cheap Your competitor is charging MORE than you. Do you say your product is : 1 - Less expensive 2 - Cheaper 3 - More affordable 4 - A better deal What TYPE of customer are you MOST comfortable with : 1 - The large corporate companies or professional people 2 - The medium size companies or average working people 3 - The small size companies or in home sales 4 - All of the above If you have taken a sales course, did it help you : 1 - Make more sales 2 - Become aware of mistakes you were making 3 - Become more motivated 4 - All of the above 5 - Never took a sales course Which would you PREFER to sell : 1 - A low cost product sale 2 - A low cost service sale 3 - A high cost product sale 4 - A high cost service sale Which compensation plan would YOU prefer : 1 - A high salary with low commissions 2 - A good draw with high commissions 3 - A mid level salary with year end bonus 4 - Paid by the hour Which would YOU work harder for : 1 - A promotion 2 - A company car 3 - A raise in pay 4 - A longer paid vacation How did you LEARN your sales skills : 1 - The road of hard knocks 2 - Good training by others 3 - Reading books on my own 4 - All or most of the above 5 - I need to learn sales skills How many years of sales experience do you have : 1 - None TO 1 year 2 - 1 TO 3 years 3 - 3 TO 6 years 4 - Over 6 years What is the top SALES compensation you have earned in one year : 1 - Under $25,000 2 - $25,00 to $50,000 3 - $50,000 to $100,000 4 - Over $100,000 How much money do you NEED to make each month to JUST pay bills : 1 - $1,500 to $2,500 2 - $2,500 to $3,500 3 - $3,500 to $4,500 4 - Over $4,500 What is the HIGHEST position you have achieved in sales : 1 - Vice president of sales or above 2 - Regional sales manager or above 3 - Branch manager or above 4 - Have not yet had the chance for a management position 5 - I have always been interested in just selling, not management Which group of sales people are YOU in : 1 - Very aggressive, work hard, steamrollers 2 - Aggressive, factual, to the point 3 - Somewhat laid back, work smart, not hard 4 - Do your job well, and enjoy life 5 - None of the above How many different sales jobs have YOU had : 1 - 1 to 3 2 - 4 to 6 3 - 7 to 10 4 - More than 10 5 - None
