Cnxn_edge Out_module 2_review Assessment
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Which of the following is included in the sales cycle? (select all that apply)
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Visits:number of properties visited in a day
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Introduction: number of people we introduced ourselves to
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Presentation: number of people we discussed the service offering to
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Signature: number of signatures (sales)
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This assessment, part of the CNXN Edge Out Module 2, tests knowledge on sales cycle elements, representation roles, incentive strategies, objection handling, and objection process understanding. It's designed to enhance sales skills and customer engagement strategies.
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- 2.
When on property you are representing DIRECTV and/or Dish Network?
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True
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False
Correct Answer
A. TrueExplanation
This statement suggests that when someone is on a particular property, they are representing either DIRECTV or Dish Network. The word "true" indicates that this statement is correct.Rate this question:
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- 3.
If the property representative is hesitant about signing what can you offer them as an additional incentive?
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Comp Account
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$50.00
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Gift Basket
Correct Answer
A. Comp AccountExplanation
A comp account can be offered as an additional incentive to a hesitant property representative. This means that the representative will receive a complimentary account or free access to certain services or benefits. This can be a valuable incentive for them to overcome their hesitation and sign the agreement.Rate this question:
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- 4.
Which of the following involves understanding the basics of objections? (select all that apply)
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Repeating the objection simply clarifies it for both you and the customer
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Ask questions to be sure you drive down to the real objection or resistance
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Always confirm the objection is overcome before proceeding
Correct Answer(s)
A. Repeating the objection simply clarifies it for both you and the customer
A. Ask questions to be sure you drive down to the real objection or resistance
A. Always confirm the objection is overcome before proceedingExplanation
The correct answer involves understanding the basics of objections by repeating the objection to clarify it for both you and the customer, asking questions to drive down to the real objection or resistance, and always confirming that the objection is overcome before proceeding.Rate this question:
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- 5.
The first objection is often not the real objection - it's just a defense?
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True
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False
Correct Answer
A. TrueExplanation
The statement suggests that the first objection raised by someone may not be their true objection, but rather a defensive response. This implies that people may initially express objections that are not their genuine concerns, possibly as a way to protect themselves or avoid revealing their true thoughts or feelings. This highlights the importance of digging deeper and asking further questions to uncover the underlying issues or objections that may be present.Rate this question:
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- 6.
When handling objections what is the correct process?
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Repeat the objection, Ask a clarifying question, Respond to the objection, Confirm the objection is overcome
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Repeat the objection, Respond to the objection, Ask a clarifying question, Confirm the objection is overcome
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Repeat the objection, Respond to the objection, Confirm the objection is overcome, Ask a clarifying question,
Correct Answer
A. Repeat the objection, Ask a clarifying question, Respond to the objection, Confirm the objection is overcomeExplanation
The correct process when handling objections is to first repeat the objection to ensure understanding. Then, ask a clarifying question to gather more information and address any misunderstandings. Next, respond to the objection by providing relevant information or addressing concerns. Finally, confirm that the objection has been overcome by checking if the customer is satisfied or if any further objections remain.Rate this question:
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- 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)
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State this form is to just acknowledge that we've spoken
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State that by signing this form DIRECTV will provide a free comp account
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Ask to speak to someone else that can make those decisions
Correct Answer(s)
A. State this form is to just acknowledge that we've spoken
A. State that by signing this form DIRECTV will provide a free comp account
A. 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)
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It helps DIRECTV and Dish match addressess to subscribers to better service them
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It allow us to get directions inside the community to better service the residents by easily finding their home and making appointments on time
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By having the map we wont have to bother you (office staff)
Correct Answer(s)
A. It helps DIRECTV and Dish match addressess to subscribers to better service them
A. It allow us to get directions inside the community to better service the residents by easily finding their home and making appointments on time
A. By having the map we wont have to bother you (office staff)Explanation
Having a map helps DIRECTV and Dish match addresses to subscribers, allowing them to provide better service. It also enables them to get directions inside the community, making it easier to find residents' homes and arrive on time for appointments. Additionally, having a map means that the office staff won't be bothered as frequently.Rate this question:
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- 9.
If the property representative states they do not want door-to-door on property what should you do?
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Tell them sorry but were going door-to-door
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Write "no door-to-door" on acknowledgement form on the side, have them initial next to the text
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Tell them ok then do door-to-door anyway
Correct Answer
A. Write "no door-to-door" on acknowledgement form on the side, have them initial next to the textExplanation
The correct answer is to write "no door-to-door" on the acknowledgement form on the side and have them initial next to the text. This ensures that there is a record of the property representative's preference and their acknowledgement of it.Rate this question:
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- 10.
Which sales approach would be recommended when trying to get the property employee to sign the acknowledgement?
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Assumptive
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Agressive
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Used car salesman
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Apologetic
Correct Answer
A. AssumptiveExplanation
The assumptive sales approach would be recommended when trying to get the property employee to sign the acknowledgement. This approach assumes that the employee will sign the acknowledgement and presents it as a natural next step in the process. It is a confident and persuasive approach that can increase the likelihood of getting the desired outcome.Rate this question:
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Current Version
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Sep 01, 2023Quiz Edited by
ProProfs Editorial Team -
Jul 05, 2011Quiz Created by
Cnxn_train
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