Progressive Prospecting - Module 4 Quiz
Now that you have completed Module 4 of Progressive Prospecting, take this short retention quiz to test your comprehension of the terminology and practices covered.
- 1.Why is it important to develop a "three reasons why you should advertise with me and my company" presentation?
- A.
It sets the tone for the meeting, allows time for discussion of products and closes the sale.
- B.
Provides a short, benefit-driven explanation of the advantages of working with you and your company.
- C.
This strategy is relatively new and has proven success in digital media in recent years.
- 2.It is important to build a relationship with the "gatekeeper" because of what reason?
- A.
The gatekeeper's responsibility is to determine interest and value for their boss before sales executives speak to them about advertising.
- B.
They ultimately control the media buy.
- C.
Gatekeepers maintain schedules for the decision-maker and can immediately set an appointment for the sales executive.
- 3.True or False? Always involve, respect and never lie to the gatekeeper.
- A.
True
- B.
False
- 4.True or False? Having a "professional exit strategy" is important because it continues to build the relationship with the potential advertiser.
- A.
True
- B.
False
- 5.If a prospect says to you "don't bother" when you try to continue to set an appointment, what are some of the most ideal ways to respond?
- A.
No bother at all, I enjoy working with businesses in the area and helping them be successful. You have a great day!
- B.
No bother but even if we never conduct business together, I enjoy helping businesses succeed and if I see something of interest for your business, I'll drop it in the mail for you. Thanks for your time.
- C.
Have a nice day and good luck.
- D.
Both A & B
- E.
None of the above.
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