Cnxn_edge Out_module 2_review Assessment
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- 1.Which of the following is included in the sales cycle? (select all that apply)
- A.
Visits:number of properties visited in a day
- B.
Introduction: number of people we introduced ourselves to
- C.
Presentation: number of people we discussed the service offering to
- D.
Signature: number of signatures (sales)
- 2.When on property you are representing DIRECTV and/or Dish Network?
- A.
True
- B.
False
- 3.If the property representative is hesitant about signing what can you offer them as an additional incentive?
- A.
Comp Account
- B.
$50.00
- C.
Gift Basket
- 4.Which of the following involves understanding the basics of objections? (select all that apply)
- A.
Repeating the objection simply clarifies it for both you and the customer
- B.
Ask questions to be sure you drive down to the real objection or resistance
- C.
Always confirm the objection is overcome before proceeding
- 5.The first objection is often not the real objection - it's just a defense?
- A.
True
- B.
False
- 6.When handling objections what is the correct process?
- A.
Repeat the objection, Ask a clarifying question, Respond to the objection, Confirm the objection is overcome
- B.
Repeat the objection, Respond to the objection, Ask a clarifying question, Confirm the objection is overcome
- C.
Repeat the objection, Respond to the objection, Confirm the objection is overcome, Ask a clarifying question,
- 7.If the property employee objects by simply saying "I can't sign this", what would you do to overcome this? (select all that apply)
- A.
State this form is to just acknowledge that we've spoken
- B.
State that by signing this form DIRECTV will provide a free comp account
- C.
Ask to speak to someone else that can make those decisions
- 8.If the property representative is hesitant about giving you a map what would you say? (select all that apply)
- A.
It helps DIRECTV and Dish match addressess to subscribers to better service them
- B.
It allow us to get directions inside the community to better service the residents by easily finding their home and making appointments on time
- C.
By having the map we wont have to bother you (office staff)
- 9.If the property representative states they do not want door-to-door on property what should you do?
- A.
Tell them sorry but were going door-to-door
- B.
Write "no door-to-door" on acknowledgement form on the side, have them initial next to the text
- C.
Tell them ok then do door-to-door anyway
- 10.Which sales approach would be recommended when trying to get the property employee to sign the acknowledgement?
- A.
Assumptive
- B.
Agressive
- C.
Used car salesman
- D.
Apologetic
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