Jump Start Sales Training Quiz: Test!
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Questions and Answers
- 1.
There are hundreds of sales methods already in the marketplace. So why do we need our own?
- A.
Because we want to show off our facilities.
- B.
Our customers are in a unique position and we need a unique approach to selling our services.
- C.
We have the only sales method that is considered the best.
Correct Answer
B. Our customers are in a unique position and we need a unique approach to selling our services.Explanation
The correct answer is "Our customers are in a unique position and we need a unique approach to selling our services." This answer explains that the reason for needing our own sales method is because our customers have specific needs or requirements that cannot be met by existing sales methods in the marketplace. Therefore, a unique approach is necessary to effectively sell our services to these customers.Rate this question:
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- 2.
The sales Cycle consists of Prospecting/Market Intel, qualify, analyze the need, prepare, present, close, follow up.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
The statement is true because the sales cycle typically involves several stages, starting with prospecting or gathering market intelligence to identify potential customers. After that, the salesperson qualifies the leads, analyzes their needs, and prepares a sales proposal or presentation. They then present the proposal to the customer and work towards closing the sale. Finally, they follow up with the customer to ensure satisfaction and potentially secure future business. This sequence of steps is commonly followed in sales processes to maximize effectiveness and increase the chances of a successful sale.Rate this question:
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- 3.
Market Intel is when you . . .
- A.
Gather information about your market and prospects to help you make a sales presentation.
- B.
Gather information about your community and competitors .
- C.
Both A and B.
Correct Answer
C. Both A and B.Explanation
Market Intel is the process of gathering information about your market, prospects, community, and competitors. By gathering this information, you can better understand your target audience, their needs and preferences, and the competitive landscape. This knowledge helps you make informed decisions and tailor your sales presentation to effectively meet the needs of your potential customers. Additionally, understanding your community and competitors allows you to identify opportunities and potential threats in the market, giving you a competitive advantage. Therefore, both options A and B are correct as they encompass the different aspects of market intelligence gathering.Rate this question:
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- 4.
When we talk about being “Hunters” we are referring to:
- A.
The number of sales calls you go on.
- B.
Seeking/looking for new business.
- C.
The number of referrals that you hunt down.
Correct Answer
B. Seeking/looking for new business.Explanation
The term "Hunters" in this context refers to the act of seeking or looking for new business opportunities. It implies actively searching for potential clients or customers, rather than waiting for them to come to you. It involves proactive efforts to expand the customer base and generate new sales leads. This term does not specifically refer to the number of sales calls or referrals, but rather the overall mindset and approach of actively pursuing new business opportunities.Rate this question:
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- 5.
Of the Sales Methods used, which one is least done?
- A.
Consultative
- B.
Needs-based
- C.
Cold calling
- D.
Relationship
Correct Answer
C. Cold callingExplanation
Cold calling is the least done sales method because it involves making unsolicited calls to potential customers who may not have expressed any interest in the product or service being offered. This method is often seen as intrusive and can be met with resistance from customers. In contrast, consultative, needs-based, and relationship-based sales methods focus on building relationships with customers, understanding their needs, and providing personalized solutions. These methods are generally more effective in generating sales and building long-term customer loyalty.Rate this question:
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- 6.
A "sale" isn’t a THING, it’s a...
- A.
Process
- B.
Journey
- C.
Job
Correct Answer
A. ProcessExplanation
A "sale" is not a tangible object or thing that can be physically held or touched. Instead, it refers to the process of selling a product or service, which involves various steps and activities such as prospecting, presenting, negotiating, and closing the deal. The term "process" accurately describes the series of actions and tasks involved in making a sale, making it the correct answer.Rate this question:
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- 7.
Every Sales Team member should know that we are in the business of ______ _______
- A.
Health care
- B.
Building relationships
- C.
Making money
Correct Answer
B. Building relationshipsExplanation
The correct answer is "Building relationships." This is because in sales, building relationships with customers is crucial for long-term success. By focusing on building strong connections and trust with clients, sales team members can establish loyalty, repeat business, and positive word-of-mouth referrals. While healthcare and making money are important aspects of the business, the primary goal should be to prioritize building relationships with customers.Rate this question:
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- 8.
We can measure our results by showing ROI. What’s the ROI?
- A.
Return on Inventory
- B.
Return on Investment
- C.
Return on Interest
Correct Answer
B. Return on InvestmentExplanation
ROI stands for Return on Investment, which is a financial metric used to evaluate the profitability of an investment. It measures the return or profit generated relative to the cost of the investment. By measuring ROI, we can determine the effectiveness and success of an investment by comparing the gains or returns achieved to the amount of money invested. This allows businesses to assess the profitability of their investments and make informed decisions about future investments.Rate this question:
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- 9.
From the Sales Cycle, which is at the top of the list?
- A.
Prospecting/market intel
- B.
Qualify
- C.
Analyze
Correct Answer
A. Prospecting/market intelExplanation
Prospecting/market intel is at the top of the list in the Sales Cycle because it is the initial stage where sales representatives identify potential customers and gather information about the market. This involves researching and identifying potential leads, understanding their needs and preferences, and gathering market intelligence to tailor the sales approach accordingly. Prospecting and market intelligence are crucial in determining the target audience and developing effective strategies to generate leads and qualify them for further stages in the sales process.Rate this question:
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- 10.
When identifying prospects, we should know the following:
- A.
Who are the referral sources of influence.
- B.
Who has the best reputation and credibility.
- C.
Can you benefit from their business.
- D.
All of the above.
Correct Answer
D. All of the above.Explanation
The correct answer is "All of the above" because when identifying prospects, it is important to consider all of these factors. Knowing the referral sources of influence can help in understanding who is recommending and endorsing the business, which can be valuable in attracting new customers. Identifying individuals with the best reputation and credibility can also be beneficial as their endorsement can lend credibility to the business. Lastly, determining if the prospects can benefit from the business is crucial in ensuring a mutually beneficial relationship. Therefore, considering all of these factors is necessary when identifying prospects.Rate this question:
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- 11.
When qualifying prospects, we should know the following:
- A.
Would they benefit from your services.
- B.
How much money do they have to spend.
- C.
What was their last return on investment.
Correct Answer
A. Would they benefit from your services.Explanation
When qualifying prospects, it is important to determine if they would benefit from your services. This helps to ensure that your services align with their needs and goals. By understanding their specific requirements and how your services can meet them, you can effectively tailor your approach and demonstrate the value you can provide. This knowledge also helps in identifying potential clients who are more likely to engage with your services and become long-term customers.Rate this question:
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- 12.
Of the following, which is NOT needed for preparing for a sales call?
- A.
Know your customer.
- B.
Know yur competition.
- C.
Know the objective of the call.
- D.
Know the money spent for advertisement.
Correct Answer
D. Know the money spent for advertisement.Explanation
Knowing the money spent for advertisement is not necessary for preparing for a sales call. While it is important to have knowledge about the customer, competition, and the objective of the call in order to effectively pitch and sell a product or service, knowing the money spent for advertisement is not directly related to the sales call preparation. It may be useful in other aspects of the business, such as marketing strategy or budgeting, but it does not directly impact the sales call itself.Rate this question:
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- 13.
Selling points and benefits package your strengths and separate you from the rest.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
This statement suggests that highlighting your selling points and benefits package can help distinguish you from others and showcase your strengths. By effectively communicating these aspects, you can stand out and potentially gain an advantage over competitors.Rate this question:
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- 14.
A selling point (Feature) describes a service or program that you have. The Benefit . . .
- A.
Is the price you pay.
- B.
Sells that point.
Correct Answer
B. Sells that point.Explanation
The benefit of a selling point is that it sells that point. In other words, the benefit of highlighting a particular feature or service is that it helps to convince potential customers to make a purchase. By emphasizing the value and advantages of a product or program, it becomes more appealing and persuasive to consumers, ultimately leading to increased sales. The price you pay is not the benefit in this context, as it is unrelated to the selling point itself.Rate this question:
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- 15.
You should ALWAYS use ALL your selling points and benefits to EVERY customer to ensure that you hit on what their needs are.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
It is not necessary to use all your selling points and benefits to every customer. Different customers have different needs and preferences, and bombarding them with all the features and benefits may overwhelm or confuse them. It is more effective to tailor your sales pitch and highlight the specific selling points that are most relevant and appealing to each individual customer.Rate this question:
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- 16.
Jumpstart (Phase 1 of Ignite the Foundation Sales Training Series) is which type of sales method that has been designed and developed exclusively for our sales team members?
- A.
Consultative
- B.
Needs-based
- C.
Relationship
Correct Answer
A. ConsultativeExplanation
The correct answer is consultative because the Jumpstart sales method is designed and developed exclusively for the sales team members. This indicates that the method focuses on building relationships with clients, understanding their needs, and providing personalized solutions. The consultative approach involves actively listening to customers, asking probing questions, and offering expert advice to help them make informed decisions. This method prioritizes building trust and long-term relationships, which aligns with the goal of the sales team members.Rate this question:
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- 17.
Which of the following is NOT a trait of a Good Salesperson?
- A.
Knowledge of product
- B.
Follow-up
- C.
Aggressive
Correct Answer
C. AggressiveExplanation
Being aggressive is not a trait of a good salesperson. While assertiveness and confidence are important qualities, being overly aggressive can come across as pushy and off-putting to customers. A good salesperson should focus on building relationships, understanding customer needs, and providing solutions rather than using aggressive tactics to make a sale.Rate this question:
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- 18.
If you are more of a “Farmer”, which of the following will you tend to do more of?
- A.
Make sales calls to new customers.
- B.
Cultivate your current customers.
Correct Answer
B. Cultivate your current customers.Explanation
If you are more of a "Farmer," it means that you focus on nurturing and maintaining relationships with your existing customers rather than constantly seeking out new customers. This approach is similar to how a farmer tends to their crops, taking care of them and ensuring their growth and success. By cultivating your current customers, you are likely to build stronger relationships, increase customer loyalty, and potentially generate repeat business and referrals. This strategy can be more effective and cost-efficient in the long run compared to constantly making sales calls to new customers.Rate this question:
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- 19.
You should know your _________________ better than you know yourself.
- A.
Competitors
- B.
Staff
- C.
Physicians
Correct Answer
A. CompetitorsExplanation
The phrase "You should know your competitors better than you know yourself" suggests that it is crucial for individuals or businesses to have a deep understanding of their competitors. By knowing their competitors well, they can identify their strengths and weaknesses, anticipate their moves, and strategize effectively to stay ahead in the market. This knowledge allows them to make informed decisions and adapt their own approach to gain a competitive edge.Rate this question:
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- 20.
You can effectively sell to the customer without knowing your competition.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
Knowing your competition is crucial in sales because it allows you to understand the market landscape, identify your unique selling points, and position your product or service effectively. Without knowledge of your competition, you may not be able to address customer concerns or differentiate yourself from competitors. Understanding the strengths and weaknesses of your competition can also help you tailor your sales approach and offer better solutions to customers. Therefore, the statement that you can effectively sell to the customer without knowing your competition is false.Rate this question:
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