Course 1 - Progressive Prospecting

14 Questions | Total Attempts: 4146

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Course 1 - Progressive Prospecting

Now that you have completed Course 1: Progressive Prospecting, take this exam to test your comprehension of the terminology and practices covered. You will have 6 minutes to complete the exam.


Questions and Answers
  • 1. 
    Choose the correct word to complete this statement: Consultative selling is communicating in a ______________ manner in order to gain acceptance for yourself and your ideas.
    • A. 

      Persistent

    • B. 

      Persuasive

    • C. 

      Prudent

  • 2. 
    Choose the correct choice below to complete this statement: Identify clients' needs and delivering solutions to achieve _______________.
    • A. 

      Market share growth

    • B. 

      Their specific business goals

    • C. 

      Increased revenue

  • 3. 
    Choose the correct choice below to complete this statement: Always focus on ________________________.
    • A. 

      Improving revenue

    • B. 

      Improve competitive advantage

    • C. 

      Delivering results for clients

  • 4. 
    • A. 

      Benefits, Losses and Testimonials

    • B. 

      Need, Money, Desire

    • C. 

      Testimonial, Consultative, Can Do

  • 5. 
    • A. 

      To ensure you have business at every stage of the sales cycle.

    • B. 

      To make money for yourself and the company.

    • C. 

      To schedule a Customer Needs Analysis meeting.

    • D. 

      Both A and C

  • 6. 
    • A. 

      Provide a testimonial, such as "Business owners tell me that by incorporating our products with their current advertising plans, they gain many benefits."

    • B. 

      Build a bridge to defuse emotions, such as "I can appreciate you are looking for the best value for your advertising investment."

    • C. 

      Use persuasive language such as "Over XXX,XXXX people with significant buying power turn to our product each month to learn what is happening in our community. What this means to you is that your advertising message is speaking to a significant number of potential buyers."

  • 7. 
    • A. 

      A feature is a characteristic or fact about your product and a benefit is the discounted price and package.

    • B. 

      A feature is a characteristic or fact about your product and a benefit is what it does for the advertiser in helping them achieve their specific goals.

    • C. 

      A feature is a characteristic or fact about your product and a benefit is the how the advertiser can incorporate the elements into their media mix.

  • 8. 
    • A. 

      All businesses need to advertise once you learn their needs; therefore, all businesses are hot prospects.

    • B. 

      Businesses that have the need, money and desire to advertise are hot prospects.

    • C. 

      Businesses that are entering their slow season are hot prospects.

  • 9. 
    True or False? You should have prospects at every stage of the selling process to ensure you are closing business on a regular basis.  
    • A. 

      True

    • B. 

      False

  • 10. 
    True or False? You should call on your active advertisers each week to ensure you are up to date on their needs and know when they want to advertise.  
    • A. 

      True

    • B. 

      False

  • 11. 
    True or False? The first step to increasing sales is to call on as many businesses as you possibly can each day and convey to them the features and advantages of your product. 
    • A. 

      True

    • B. 

      False

  • 12. 
    True or False? Before you can sell your products or services, you must first sell yourself
    • A. 

      True

    • B. 

      False

  • 13. 
    True or False? Selling is demonstrating a wide range of products so the client can determine the best fit for their business.  
    • A. 

      True

    • B. 

      False

  • 14. 
    MULTI-RESPONSE:Select the benefit statements listed below: 
    • A. 

      Disposable income available

    • B. 

      Significant buying power

    • C. 

      Highly educated professionals

    • D. 

      Rely on our product to assist in all their buying decisions

    • E. 

      Seven out of ten adults turns to our product on a regular basis

    • F. 

      Greatest number of people who have the means to purchase your goods and services