Comprehensive OS Sales Quiz

If a customer is getting a better deal on freight by a competitor, it could mean that the competitor is SanMar. It could also mean that the total revenue that this customer is spending with the competition is very large. Additionally, it could indicate that the competition is not offering other incentives and that their threshold for Free Freight is lower than Broder's.

The correct answer is thirty seconds or 30 seconds. An elevator speech is a brief and concise introduction that can be delivered in the time it takes to ride an elevator, usually around 30 seconds. It is important to keep it short and impactful to capture the listener's attention and convey your message effectively.

The brands that are part of the Quality Assurance Plus and the Brand Advantage Plus program are Devon and Jones, Authentic Pigment, Harriton, and Chestnut Hill.

Customers do not receive their reward one time per year in January for the prior year as part of the Broder Brand Advantage Plus program.

A Sales Rep should determine which Pitches they will use during an upcoming Sales Call by reviewing information from CanDo, asking open and closed ended questions during the Pre-Call, presenting some preliminary Pitches during the Pre-Call, and introducing a new product or service "teaser".

Credit applications have a 24-hour turnaround time.

Broder's EDI process includes the following steps: the customer receives inventory data into their order data management system, Broder receives orders through FTP or WEB Protocol, and after Broder processes an EDI order, they send an acknowledgement and shipment confirmation to the customer.

During a Personal Time Out, a Sales Rep might engage in studying pitch cards to improve their sales techniques and strategies. They might also set goals to track their progress and motivate themselves. Additionally, they might organize collateral materials such as brochures or product samples to ensure they are prepared for future sales meetings or presentations.

According to the How We Work Module, Outside Sales Reps. should ideally be responsible for website training to stay updated with the company's online presence and effectively promote products/services. They should also manage customer collateral and showrooms to ensure the availability of marketing materials and a presentable display for customers.

Memorizing company performance data relating to accuracy, fulfillment, and service is necessary because it helps individuals make informed decisions and judgments about the company. By knowing the company's performance data, individuals can assess its reliability, efficiency, and customer satisfaction levels. This information is crucial in evaluating the company's performance and determining whether it meets one's expectations or standards. Therefore, memorizing such data is essential for individuals who want to have a comprehensive understanding of a company's performance.

The items that should be brought to a Fashion Forward Pitch are a sample of a basic T-Shirt, a sample of a Bella 50/50 tee, and a Bella coffee table book. These items are likely important for showcasing the quality and style of the brand's clothing. The basic T-Shirt sample can demonstrate the brand's ability to create simple yet stylish designs, while the Bella 50/50 tee sample can showcase a specific product from the brand's collection. The Bella coffee table book can provide additional visual representation and information about the brand's history, inspiration, and overall aesthetic.

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Paraphrasing or repeating back what the customer has said is an important step to confirm understanding of their true needs. This helps to ensure that there is no miscommunication or misunderstanding between the customer and the person assisting them. By paraphrasing, the person can demonstrate active listening and show the customer that their needs are being heard and understood. This can lead to a more effective and satisfactory customer experience.

Asking questions during the Pre-Call about new end-user markets is important because it allows the person making the call to gather information and gain insights about potential customers. This can help in tailoring the sales pitch and addressing specific needs or concerns of the target market. By asking questions, one can also identify any potential challenges or obstacles that may arise during the sales process and strategize accordingly. Therefore, it is important to ask questions during the Pre-Call about new end-user markets to maximize the chances of a successful sales outcome.

The question "Who is our major competition?" is relevant because understanding the competition can help determine which pitch to introduce during the sales call. Knowing the competition allows the salesperson to highlight the unique selling points and advantages of their product or service compared to competitors.

The question "What are your 2 top apparel styles?" is also relevant because it helps the salesperson understand the customer's preferences and needs. This information can guide them in tailoring their pitch to showcase the apparel styles that are most likely to resonate with the customer, increasing the chances of making a successful sale.

The Broder website offers free, simple online returns, online payments and account history, and the ability to order Augusta Sportswear through their online drop ship program.

During The Post-Call, it is important to send a thank you message to show appreciation to the customer for their time and engagement. Additionally, it is crucial to agree on action items with your sales partner to ensure that any follow-up tasks or next steps are clearly defined and assigned.

The first question, "With a less than 1% error rate, would you agree I'm probably the safest supplier for this important order?" is an example of a "Benefit" question because it highlights the benefit of the supplier's low error rate, implying that the customer would be safer choosing them. The fourth question, "I have a solution with a lower total cost, so you'll make more margin. Can we move forward?" is also an example of a "Benefit" question because it emphasizes the benefit of the lower total cost solution, suggesting that the customer would be able to make more profit.

An outside sales rep's day should include at least 2 drop-ins to ensure they are actively prospecting and reaching out to potential clients. Additionally, taking a personal time out at the end of the day allows the sales rep to reflect on their day, review their performance, and plan for the next day.

A Sales Force - 1099 customer has a sales force that is not obligated to purchase from preferred suppliers. Whereas a Sales Force - Employee customer has a sales force that is obligated to purchase from preferred suppliers.

The pitches that can be presented in a Good, Better, Best fashion are Fashion Forward, Teamwear Pitch, and Brand Pitch. These pitches can be categorized and presented in a hierarchical manner, with Fashion Forward being the good option, Teamwear Pitch being the better option, and Brand Pitch being the best option. This allows for a clear and structured presentation of the different pitches, showcasing the progression and superiority of each option.

EDI stands for Electronic Data Interchange. It is a system that allows the electronic exchange of business documents between different companies in a standardized format. This enables the seamless transfer of information such as purchase orders, invoices, and shipping notices, eliminating the need for manual data entry and paper-based processes. EDI improves efficiency, accuracy, and speed in business transactions, leading to cost savings and improved customer satisfaction.

Using grommeted samples as a customer leave-behind is not recommended. Grommets are metal rings that are used to reinforce holes in fabric or other materials. These samples are typically used for display purposes, such as in showrooms or trade shows. However, as a customer leave-behind, grommeted samples may not be practical or convenient for the customer to handle or store. They can be bulky and difficult to transport, and the metal grommets may cause damage to other items or surfaces. Therefore, it is more appropriate to provide customers with smaller, more portable samples that are easier for them to keep and reference.

During the stage of presenting the pitch in a sales call, it is appropriate to sell features and benefits and focus on competitive advantages. This is the moment when the salesperson has the opportunity to showcase the product or service and highlight its unique selling points. By emphasizing the features and benefits, and highlighting the competitive advantages, the salesperson can effectively persuade the potential customer to make a purchase. This stage is crucial in convincing the customer that the product or service being offered is the best choice for their needs.

The statement suggests that in order for a customer to successfully close a deal, there must be a series of successful opportunity closures leading up to it. This implies that the process of closing a sale involves multiple stages, starting from identifying and qualifying potential opportunities and progressing towards finalizing the deal with the customer. Therefore, the statement is true as it highlights the interdependence between opportunity closures and customer closures in achieving sales success.

The statement is true because Broder is indeed one of the founding members of the Quality Certification Alliance (QCA). This suggests that Broder played a significant role in the establishment of the QCA, a certification organization that focuses on ensuring product quality and safety in the promotional products industry.

A "Champion" customer refers to a highly loyal and satisfied customer who is likely to continue doing business with a company and advocate for its products or services. This type of customer is more forgiving and understanding of occasional service deficiencies because they have a strong emotional connection and trust in the company. They believe that the company will rectify the issue and continue to provide excellent service overall. Therefore, it is true that a "Champion" customer might forgive an occasional service deficiency.

The "Plus" in the Broder Quality Assurance Plus program refers to the fact that Broder does not require customers to return the product before issuing a refund and compensation. Instead, they only need a letter from the end-user explaining their dissatisfaction and a sample that represents the problem. This additional benefit sets the Quality Assurance Plus program apart from the other options mentioned, making it the correct answer.

The Innovative, New Product Pitch might make sense in the following situations: to convert hard good sales to apparel sales, to impress customers with the sheer number of new styles, and to counteract the perception that Broder isn't as innovative as it used to be.

The correct answer is that there is no additional shipping charge to add on embroidery supplies to an apparel order. This means that the customer will not have to pay any extra fees for shipping the embroidery supplies along with their apparel order.

The statement implies that Broder is not the distributor with the lowest advertised prices in the market. Therefore, the statement is true, indicating that Broder is not offering the lowest prices compared to other distributors in the market.

The given correct answer states that "Fewer than 1% of incoming calls are abandoned" and "Average speed to answer is less than 16 seconds." This means that the call centers have a very low rate of abandoned calls, with less than 1% of incoming calls being abandoned. Additionally, the average time it takes for a call to be answered is less than 16 seconds, indicating that the call centers prioritize quick response times to ensure efficient customer service.

Fashion Forward might be the pitch to use if the customer needs an option for higher margin sales because it implies that the products being offered are trendy and fashionable, which often allows for higher pricing and profit margins. Fruit of the Loom and Jerzees may not necessarily have the same association with higher margins as they are more commonly known for basic and affordable clothing options. Therefore, Fashion Forward seems to be the most suitable option for this specific customer requirement.

According to Broder's standard freight policy, merchandise ships free when the purchase amount is equal to or exceeds $150, excluding whites and sale items. Therefore, the statement "Broder's standard freight policy is that merchandise ships free at $150 excluding whites and sale" is true.

Contract Decorator is a business segment that can provide valuable insight into large opportunities in the marketplace for Broder. This suggests that Contract Decorator customers have knowledge and experience in the industry and can offer valuable information about potential business prospects for Broder. The other statements do not accurately describe the business segment Contract Decorator.

Ashworth, Russell Athletic, and econscious are all examples of the category known as Exclusive Retail. This category refers to retail stores or brands that offer unique and limited products that are not widely available in other stores. These brands often cater to a specific target market and aim to provide a more exclusive and premium shopping experience for their customers.

Harriton delivers the least expensive micro-fiber fleece in the market.

A Pre-Call is necessary even for a narrow and defined Corporate Responsibility Pitch because it helps in identifying relevant product categories and styles that align with the pitch. This allows for better preparation and targeting of potential clients or stakeholders who are interested in those specific categories and styles. Therefore, not doing a Pre-Call can result in a missed opportunity to effectively communicate and engage with the right audience.

It is appropriate to recap multiple objectives while opening the meeting because it helps to ensure that all parties involved are on the same page and have a clear understanding of the goals and expectations for the meeting. By summarizing the objectives discussed during the pre-calls, it allows for a smooth transition into the meeting and helps to establish a common understanding among the participants. This can lead to more productive and focused discussions during the meeting.

The Innovative, New Products Pitch provides a way for customers to refresh their end-users' interest in top selling, existing styles. This means that by introducing new products, customers can attract their end-users to try out different styles and keep their interest alive. Additionally, the pitch can also help break into new accounts and convert hard-good sales into Broder sales, which further expands the customer base and increases sales opportunities. Therefore, the correct answer is A and C.

The correct answers are FF over $200 including whites and sales and FF over $150 including whites and sales. These options indicate that a competitor's freight deal is considered better when the total freight cost is either over $200 or over $150, and includes both whites and sales. This suggests that the competitor is offering a more favorable shipping rate for larger orders that include specific items.

adidas Golf offers the highest technical performance and the highest worldwide brand recognition. This is because adidas Golf is known for producing high-quality golf equipment and apparel that are designed to enhance performance on the golf course. Additionally, adidas is a globally recognized brand with a strong presence in the sports industry, which contributes to its high brand recognition worldwide.

Broder's in-stock rates on top selling trade styles, colors, and sizes range from 95% to 99%. This means that Broder consistently has a high percentage of these popular items readily available for customers to purchase. In comparison, the industry average for these same styles is approximately 85%. This suggests that Broder outperforms the industry average in terms of having a larger inventory of in-demand products in stock.

If the customer is requesting a quote, it indicates that they are still in the early stages of the sales process. They are exploring their options and gathering information, which aligns with the Infancy to Developing stage of the Opportunity. At this stage, the customer is not yet fully committed and is still evaluating different solutions.

The given statement suggests that because Broder manages credit lines through a third party, sales reps and managers can remain neutral when negotiating credit terms with customers. However, the answer is false because the statement does not provide any evidence or explanation for how managing credit lines through a third party would lead to neutrality in negotiations.

Scheduling the next appointment during The Closing is essential because it ensures that the customer is committed to returning and continuing the business relationship. It also helps in maintaining a proactive approach towards customer service and ensures that the customer's needs are met in a timely manner. By scheduling the next appointment during The Closing, it also helps in reducing the chances of the customer forgetting or delaying the next visit, thus improving customer satisfaction and loyalty.

According to the Broder How We Work Module, the responsibility to train a customer on the company websites ideally falls on the Outside Sales Rep. This implies that the Outside Sales Reps are expected to have the necessary knowledge and skills to effectively train customers on how to navigate and use the company websites.

This question would be asked during the "Picking the Pitch" stage of the sales call. This stage involves identifying and selecting the most appropriate sales pitch or approach to use based on the customer's needs and preferences. By asking if there are other decision makers that buy apparel besides the person you are speaking to, you are trying to gather information about the customer's buying process and who else may be involved in the decision-making. This information can help you tailor your pitch and address any concerns or considerations that may arise from having multiple decision makers involved.

A good salesperson uses Impact Questions to uncover explicit needs, convert implied needs to statements of value, and advance the sale toward the close. Impact Questions help in understanding the customer's needs and pain points, which allows the salesperson to tailor their pitch and demonstrate the value of their product or service. By asking impactful questions, the salesperson can uncover both explicit and implied needs, and then effectively address them to move the sale forward and ultimately close the deal.

During the "Present the Pitch" stage, the focus is on presenting the pitch to the audience and conveying the information effectively. It is not the appropriate time to ask questions that aim to identify the company decision maker(s). The purpose of this stage is to showcase the product or service and persuade the audience, rather than gathering information about the decision-making process. Therefore, the statement is false.