Mars Module 1 - Questionning

14 Questions | Total Attempts: 252

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Questions and Answers
  • 1. 
    Why did the customer appear immediately defensive in example video 01?
  • 2. 
    If you were in the same situation how might you convince the customer to multi face?
  • 3. 
    How would you describe a positive opening benefit statement? (Please give an example)
  • 4. 
    In your honest opinion, how does the opening benefit statement in video example 02 compare to your own? You need to be honest here and try to compare what you do and dont do and be aware of how this can lead to a reaction you did/ didn't want.
  • 5. 
    In video example 02, what did the CC find out with the question "What do you know about multi facing?
  • 6. 
    Why was "What do you know about multi-facing" an important question to ask?
  • 7. 
    What questions do you think you would see value in asking your customers moving forward?
  • 8. 
    In the previous question we asked you what questions you you could see adding value. What do you think asking these questions will do for you over above what you currently achieve?
  • 9. 
    Why in video example 01 did the customer immediately defend against removing Terrys Chocolate Orange?
    • A. 

      He personally liked the product?

    • B. 

      He has regular customers buying it?

    • C. 

      The product adds colour to the display?

  • 10. 
    The first conversation example is the best
    • A. 


    • B. 


  • 11. 
    Why in video example 01 was the customer unconvinced of the benefits of multi-facing Mars Bar?
    • A. 

      He tried it before and it didn’t make a difference?

    • B. 

      The Representative didn’t provide the right evidence to support her sales story?

    • C. 

      He knows his customers and they wont buy it

  • 12. 
    In video example 01 the CC's original opening question was "How's business?". How many additional questions did she ask to understand the customer better?
    • A. 


    • B. 


    • C. 


    • D. 


  • 13. 
    In video example 01, how would you describe the CC's  opening benefit statement?
    • A. 

      Engaged the customer from the outset

    • B. 

      Very weak but still got him talking

    • C. 

      Non existent

    • D. 

      Option 4

  • 14. 
    In video example 02, what did the CC do to really engage the customers interest up front?
    • A. 

      Gave him brand facts at the start?

    • B. 

      She listened and probed on his answer about how's business

    • C. 

      She smiled a lot

    • D. 

      She gave a powerfull opening benefit statement

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