Comprehensive Is Sales Quiz
The Comprehensive IS Sales Quiz tests your understanding of the Broder Selling Modules and Product/Service Pitches
- 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
Questions: 14 | Attempts: 4294 | Last updated: Sep 15, 2020
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