Pre-induction: Sales Etiquettes
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Do you understand what it takes to succeed in sales? Take this simple sales quiz to find out. Test Time is 5 minuetsNumber of questions is 5
- 1.
![What is the best way to respond if the prospective client you have been chasing for a while says ‘It’s too expensive?’ - ProProfs]( "What is the best way to respond if the prospective client you have been chasing for a while says ‘It’s too expensive?’")
What is the best way to respond if the prospective client you have been chasing for a while says ‘It’s too expensive?’- A.
Give them an introductory promotion.
- B.
Stop the sales process as they clearly don’t have the appropriate budget
- C.
Counter the objection with a series of questions that seek to understand and re-educate on the value of the product eg ‘What if we could help you create an enduring competitive edge in the marketplace?’, ‘What if we showed you how our solution actually saves you money’ and ‘What has been your experience to date with companies and solutions like ours?’
- 2.
![How do you keep a prospective client engaged during an initial meeting when the pauses are long and awkward? - ProProfs]( "How do you keep a prospective client engaged during an initial meeting when the pauses are long and awkward?")
How do you keep a prospective client engaged during an initial meeting when the pauses are long and awkward?- A.
Talk a lot about yourself, your company and your product to break the silences and the ice
- B.
Talk a lot about what you have learned about the client through your diligent homework and research.
- C.
Show curiosity and ask intelligent questions that show you have done your homework/research to move the conversation along a positive tangent.
- 3.
![Which of the following is a common sales mistake? - ProProfs]( "Which of the following is a common sales mistake?")
Which of the following is a common sales mistake?- A.
Continuing to aggressively ‘sell’ the product and the company after you have closed the deal.
- B.
Asking many open-ended questions in an initial meeting.
- C.
Asking for a referral.
- D.
Calling only on contacts that have a budget.
- 4.People don’t buy products, people buy _____________ first.
- A.
Commodities
- B.
People
- C.
Product
- D.
Services
- 5.1st impression can be summed up as the ____________ impression.
- A.
Last
- B.
Unimportant
- C.
Lasting
- D.
Superficial
- 6.Even if the product does not compare too well with the competition on some functionality, the sales person can still succeed & close the sale based on his
- A.
Confidence & Conviction
- B.
Confidence & Coercion
- C.
Sympathetic & Jocular nature
- D.
Cooperative & Empathetic nature
- 7.The technique of questioning to discover a person’s need, wants & opinion about a certain issue is called
- A.
Enquiring
- B.
Sitting quiet
- C.
Questioning
- D.
Probing
- 8.Greater the no. of suspects, greater is the probability of
- A.
Incentive
- B.
Sale
- C.
Disappointment
- D.
Failure
- 9.A client who discusses everything except business can be clubbed as a ____________ client.
- A.
Dominating
- B.
Social
- C.
Non-Serious
- D.
Analytical
- 10.A lot of times, when we tele-call clients for a meeting & they sound busy, we should
- A.
First clear our throat & then converse with him
- B.
First make him speak with our senior
- C.
First take permission to talk
- D.
Hang up the phone immediately
- 11.At the end of a Tele-call with the client for appointment, client mentioned that Mr. ‘Amitabh would also like to join in the meeting. Mr. ‘Amitabh in this case is a/an __________.
- A.
Close Friend
- B.
Influencer
- C.
Decision-maker
- D.
Authoritarian
- 12.Client XYZ depends on data & figures to believe everything. He likes to see graphs on market share, growth pattern, site statistics. XYZ can be clubbed as a
- A.
Jocular
- B.
Dominating
- C.
Reserved
- D.
Analytical
- 13.Anubhav, a sales person today met 3 clients. To the first, he referred as Mr Sharma, to the second as Mr Amitabh Gupta & to the third as Mr Avinash. Which name reference was wrong?
- A.
Mr Sharma
- B.
Mr Amitabh Gupta
- C.
Mr Avinash
- D.
None of the Above
- 14.You went to the Doctor. Looking at you, he prescribed MNO medicine. After sometime & an indepth questioning, he prescribed PQR medicine. Which medicine do you think will cure you?
- A.
MNO medicine
- B.
PQR medicine
- C.
Any of these medicines
- D.
None of these medicines
- 15.Advertising builds _____________ overnight.
- A.
Products
- B.
Brands
- C.
Services
- D.
Companies
- 16.No sale is really complete until the customer is truly
- A.
Disheartened
- B.
Disappointed
- C.
Convinced
- D.
Irritated
- 17.In sales, we need to aim _____________ the mark to hit the mark.
- A.
At
- B.
Above
- C.
Below
- D.
Outside
- 18.For a good sales performance, the effort needs to begin right from the _________.
- A.
Beginning of every month
- B.
Mid of every month
- C.
End of every month
- D.
All the above
- 19.All the below statements are …………………………….signals
- The customer says, “I was looking for a card."
- Makes strong positive remarks like, "sounds good."
- The customer talks about the benefits he would get by using the card.
- The customer says, "Your card indeed looks very good. “
- A.
Rejection Signals
- B.
Buying Signals
- C.
Signals of Disinterest
- D.
None of the Above
- 20.You have learned that eye contact is an important aspect of communication. How much eye contact should you have when you are conversing with someone in a professional environment?
- A.
About half of the time
- B.
About 60-70% of the time
- C.
At all times. You want to make sure the person knows that you are paying attention.
- D.
Every now and then. You don’t want to make the other person uncomfortable
- 21.The best way to earn referrals from your customers is to ask ___________.
- A.
As soon as they close
- B.
As soon as you are sure they are satisfied
- C.
As often as you can without being forceful
- D.
Only once or twice throughout your relationship
- 22.When you are fielding objections, you will have the most trouble when ______.
- A.
You are talking with the head of the company
- B.
When the objection is about price
- C.
When the objection of your prospect is similar to your own private feelings about the product
- D.
When the objection is about the product
- 23.A successful salesperson almost always engages in small talk during their pitch
- A.
True
- B.
False
- 24.It is better to ask your prospects closed-ended questions (yes/no) rather than open-ended questions
- A.
True
- B.
False
- 25.Your sales pitch will usually be better when it is ________?
- A.
Planned and Rehearsed
- B.
Done on the Fly, Unplanned and Unrehearsed
- 26.The best thing to do when your prospect objects to your proposal is:
- A.
Listen to what they are saying; they are telling you what assurance they need in order to buy
- B.
Don't get discouraged; give testimonials of other grateful customers that had the same initial concerns
- C.
Back off; Throw in the towel if the conversation isn't going anywhere
- D.
Keep your focus on the product; a good product with great customer benefits will be the persuasive factor
- 27.The focus in a good sales presentation should be on:
- A.
The reputation of the sales firm
- B.
The monetary savings the product will introduce
- C.
Discounts and special offers
- D.
The customer's needs
- E.
The quality of the product offered for sale
- 28.The greatest promise of success in sales is offered by which personal quality:
- A.
Empathy
- B.
Resilience
- C.
Friendliness
- D.
Aggressiveness
- E.
Persistence
- 29.The most important communication skill for salespeople to develop is:
- A.
Speaking
- B.
Reading
- C.
Listening
- D.
Promoting
- E.
Promoting
- 30.To become more successful in the field of sales, one must begin to view the customer as:
- A.
Friend
- B.
Student
- C.
Partner
- D.
Benefactor
- E.
Adversary
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