Comprehensive Is Sales Quiz

78 Questions | Total Attempts: 136

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Comprehensive Is Sales 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

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