Comprehensive Is Sales Quiz

78 Questions | By Pmurray10 | Last updated: Mar 21, 2022 | Total Attempts: 158

Questions

Settings

Create your own Quiz

The Comprehensive IS Sales Quiz tests your understanding of the Broder Selling Modules and Product/Service Pitches

Questions and Answers

1.

In which stage of the Sales Call should you sell features and benefits, and focus on competitive advantages?
- A.
  
  Pre-Call
- B.
  
  Open the Call
- C.
  
  Present Products & Services
- D.
  
  None of the Above
2.

Check all that apply. Which question(s) might you ask to help determine which Pitch(es) to introduce during an upcoming Sales Call?
- A.
  
  "Can I join you on your next customer visit? Do you think it would be helpful?"
- B.
  
  "Who is our major competition?"
- C.
  
  "What do I have to do to win your business?
- D.
  
  "What are your 2 top apparel styles?"
3.

What are some activities that you complete during The Post-Call?
- A.
  
  Send a thank you message.
- B.
  
  Confirm decision makers.
- C.
  
  Identify collateral needs.
- D.
  
  Agree on action items with your sales partner.
4.

If the customer is requesting a quote, you are most likely in which Opportunity Stage?
- A.
  
  Infancy to Developing
- B.
  
  Perceived to Implied
- C.
  
  Mature
- D.
  
  Prospect to Customer
5.

Successful "Customer Closes" are dependent on a series of successful "Opportunity Closes".
- A.
  
  True
- B.
  
  False
6.

A "Champion" Customer might forgive an occasional service deficiency?
- A.
  
  True
- B.
  
  False
7.

How can a salesperson avoid the "Perceived Needs" trap?
- A.
  
  Analyze their customer's business thoroughly, and tell them what they need to do to improve it.
- B.
  
  They should not attempt to predict or assume what the customer needs are.
- C.
  
  They should focus on identifying the customer's "Ghost Needs" early on.
- D.
  
  All of the above
8.

It's likely that a salesperson can improve sales growth the most by spending more time in which Opportunity Stage?
- A.
  
  Infancy
- B.
  
  Developing
- C.
  
  Mature
- D.
  
  Infancy to Developing
9.

A good salesperson uses Impact Questions to do what?
- A.
  
  Uncover Explicit Needs
- B.
  
  Convert Implied Needs to Statements of Value
- C.
  
  Advance the sale toward the close
- D.
  
  All of the above
10.

Who are they? They likely represent over 1/2 of the wholesale market, they may purchase from us only when they need to, and we have not established total credibility with them yet?
- A.
  
  "Developing" Customers
- B.
  
  "Prospect" Customers
- C.
  
  "Customer" Customers
- D.
  
  "Champion" Customers
11.

Check all that apply. Which question(s) is an example of a "Benefit" Question(s)?
- A.
  
  With a less than 1% error rate, would you agree I'm probably the safest supplier for this important order?
- B.
  
  Given the timetable you have presented, how detrimental would a delayed shipment be?
- C.
  
  What challenges are you dealing with on this order?
- D.
  
  I have a solution with a lower total cost, so you'll make more margin. Can we move forward?
12.

Check all that apply. A good example of a Closing Question might be?
- A.
  
  How important is accurate shipment?
- B.
  
  Can I be the primary source on your next order?
- C.
  
  What is your preferred supplier doing that I am not?
- D.
  
  With a 1% error rate, would you agree that I am the best supplier for this very order?
13.

Which type of customer are you most likely to extend commercial support (i.e., credit) to take to the next level
- A.
  
  Customer
- B.
  
  Prospect
- C.
  
  Champion
- D.
  
  None of the above
14.

In which Opportunity Stage would this customer request/opportunity be? "I am totally sunk if I do not deliver these goods. I need to place an order today for 5 oz. black tees! When can I get them?"
- A.
  
  Infancy
- B.
  
  Infancy to Developing
- C.
  
  Mature
- D.
  
  Developing to Mature
15.

In the "Developing" Opportunity Stage, your customer would be providing what to their end-user?
- A.
  
  A well developed Pitch. One that you have in essence trained them to deliver
- B.
  
  A preliminary quote
- C.
  
  A final quote
- D.
  
  All of the Above are possible at this stage
16.

As a general rule, when times get tough which category of sales tends to suffer the least?
- A.
  
  Retail
- B.
  
  Teamwear
- C.
  
  Exclusive Retail
- D.
  
  None of the above
17.

Fill in the blanks. _________________is a brand that is concerned with meeting the needs of the everyday athlete, while ________________________is a 100 year old brand dedicated to helping athletes perform at the highest level.
- A.
  
  Russell Athletics/New Balance
- B.
  
  New Balance/Russell Athletics
- C.
  
  Addidas/Ashworth
- D.
  
  Harriton/Champion
18.

Use the Innovative, New Products Pitch to...
- A.
  
  Provide a way for your customer to refresh their end-users' interest in top selling, existing styles.
- B.
  
  Save time--just like you, your customer is short on time. New product presentations don’t require the typical Pre-Call Planning! Therefore your customer can see more end-users when planning this type of call.
- C.
  
  Break into new accounts and/or convert hard-good sales into Broder sales.
- D.
  
  All of the above
- E.
  
  A and C
19.

Check all that apply. When might it make the most sense to use the Innovative, New Product Pitch?
- A.
  
  To convert hard good sales to apparel sales
- B.
  
  To impress customers with the sheer number of new styles
- C.
  
  To help customers design large programs which span several generations and product uses
- D.
  
  To counteract the perception that Broder isn't as innovative as it used to be
20.

Ashworth, Russell Athletic, and econscious are all examples of what category?
- A.
  
  Retail
- B.
  
  Trade
- C.
  
  Exclusive Retail
- D.
  
  Private Label
21.

Which brand offers the highest technical performance and the highest worldwide brand recognition?
- A.
  
  Russell Athletic
- B.
  
  Adidas Golf
- C.
  
  Ashworth
- D.
  
  Champion
22.

Which Pitch might you use if the customer needs an option for higher margin sales?
- A.
  
  Fruit of the Loom
- B.
  
  Jerzees
- C.
  
  Fashion Forward
- D.
  
  All of the above
23.

All fashion inventory is available to all Broder customers in what time frame?
- A.
  
  Next day if ordered by 6:00 pm the day before
- B.
  
  No more than 3 days to all points
- C.
  
  1 to 2 day delivery zone for all customers
- D.
  
  None of the above
24.

Fill in the blanks. Harriton offers __________ quality at __________pricing.
- A.
  
  Retail,Private Label
- B.
  
  Trade,Retail
- C.
  
  Private Label,Trade
- D.
  
  Retail,Trade
25.

Which brand delivers the least expensive micro-fiber fleece in the market?
- A.
  
  Devon & Jones
- B.
  
  Port Authority
- C.
  
  Harriton
- D.
  
  Jerzees