Presenting The Pitch Inside Sales

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Presenting The Pitch Inside Sales - Quiz


This Quiz tests your understanding of the Pitching Process Module.
Question Review: After each question you will be given the opportunity to "mark a question for review". This will give you a chance to go back and focus on specific questions that you want to revisit your answer to.
You will have 18 minutes to complete this Quiz.


Questions and Answers
  • 1. 

    This question requires a free form text response and is not scored.  Bonus points may be applied.   Write a sample of the body of a thank you note that you might send to one of your customers after a Sales Call.  

  • 2. 

    "What trends in products or services are your customers talking about?" This is a question that you might ask during what stage of Presenting the Pitch?

    • A.

      Open the Call

    • B.

      Present

    • C.

      The Post-Call

    • D.

      The Pre-Call

    Correct Answer
    A. Open the Call
    Explanation
    This question would be asked during the stage of "Open the Call" because it is focused on gathering information about the customer's interests and preferences. By asking about trends in products or services, the salesperson can gain insights into what the customer is currently interested in and tailor their pitch accordingly. This question helps to establish a rapport with the customer and set the stage for a successful sales presentation.

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  • 3. 

    A Sales Representative will ask questions in the "Open the Inside Sales Call" stage of Presenting the Pitch to help determine which Pitches are going to be the most effective?

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    In the "Open the Inside Sales Call" stage of presenting the pitch, a sales representative will ask questions to gather information and understand the needs and preferences of the potential customer. By asking these questions, the sales representative can determine which pitches will be the most effective in addressing the customer's specific needs and interests. This helps the sales representative tailor their pitch and increase the chances of a successful sale. Hence, the statement is true.

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  • 4. 

    An important component of the Post-Call activities is keeping your outside sales partner and manager up to date on progress.

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    Keeping your outside sales partner and manager up to date on progress is an important component of the Post-Call activities. This is because it allows for effective communication and collaboration between team members, ensuring everyone is on the same page and can work towards common goals. By providing updates on progress, sales partners and managers can provide guidance, support, and make informed decisions based on the current status of the sales activities. This helps to maintain a strong working relationship and ensures that everyone is working towards the overall success of the sales efforts.

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  • 5. 

    During the Post-Call, it is important to determine your customer's collateral needs?

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    During the Post-Call, determining the customer's collateral needs is not important. The Post-Call is typically the stage after a sales call or customer interaction where the salesperson follows up with the customer to address any concerns, answer questions, or provide additional information. Collateral refers to marketing materials or resources used to support the sales process. While understanding the customer's needs and providing appropriate information is important during the Post-Call, determining collateral needs specifically is not a primary focus. Therefore, the correct answer is false.

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  • 6. 

    In which stage of Presenting the Pitch would you sell features and benefits, and focus on competitive advantages?

    • A.

      The Pre-Call

    • B.

      The Post-Call

    • C.

      Open the Call

    • D.

      Present

    Correct Answer
    D. Present
    Explanation
    In the "Present" stage of presenting the pitch, you would sell features and benefits and focus on competitive advantages. This is the stage where you showcase the product or service to the potential customer, highlighting its unique features and advantages over competitors. It is the time to persuade the customer by explaining how your offering can meet their needs and provide them with value.

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  • 7. 

    It is important to ask only Open Ended questions during the sales process. Closed-Ended questions make it difficult for the customer to provide feedback and are detrimental in every stage of Presenting the Pitch.

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    Closed-ended questions are actually beneficial during the sales process. They allow for more control over the conversation and provide specific information from the customer. Open-ended questions, on the other hand, can lead to lengthy responses and may not always provide the necessary information. Closed-ended questions can be used effectively to gather specific feedback and move the sales process forward. Therefore, the statement that it is important to ask only open-ended questions during the sales process is false.

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  • 8. 

    When you confirm understanding by repeating back, in your own words, what you have have just heard your customer say, it is called....

    • A.

      Parroting

    • B.

      Paraphrasing

    • C.

      Handling a Concern

    • D.

      Using a Benefit Question

    Correct Answer
    B. Paraphrasing
    Explanation
    Paraphrasing is the act of restating or summarizing what the customer has just said in your own words. It is a way to confirm understanding and show the customer that you are actively listening to their concerns or needs. Paraphrasing allows you to clarify any misunderstandings and ensure that you are on the same page with the customer.

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  • 9. 

    While you are in the "Present" stage, it is important to ask questions that will help you identify the company decision maker(s)?

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    In the "Present" stage, it is not important to ask questions that will help identify the company decision maker(s). The "Present" stage is focused on understanding the current situation and gathering information about the company, its needs, and challenges. Identifying decision makers is more relevant in the later stages of the sales process, such as the "Proposal" or "Closing" stages. Therefore, the statement is false.

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  • 10. 

    When should you identify your customer's collateral needs?

    • A.

      The Wrap Up

    • B.

      Open The Call

    • C.

      Before the Sales Call during the Pre-Call

    • D.

      Present

    Correct Answer
    D. Present
    Explanation
    You should identify your customer's collateral needs during the Present stage. This means that while you are presenting your product or service to the customer, you should also assess their collateral needs. This involves understanding if they require any additional materials or resources to support their decision-making process or to communicate the value of your offering to others. By addressing their collateral needs during the presentation, you can ensure that you provide them with the necessary tools and information to make an informed decision and potentially close the sale.

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  • 11. 

    During what stage(s) of Presenting the Pitch should you be certain to pause and ask for feedback?

    • A.

      Open The Call

    • B.

      Present

    • C.

      A and B

    • D.

      All throughout the Sales Call except during The Close which, if executed properly, is a one-way conversation until the customer says YES!

    Correct Answer
    C. A and B
    Explanation
    During the stages of "Open The Call" and "Present", it is important to pause and ask for feedback. This allows the presenter to gauge the customer's understanding and interest in the pitch, and make any necessary adjustments or clarifications. Asking for feedback also shows that the presenter values the customer's input and wants to ensure their needs are being met.

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  • 12. 

    Which question do you think would best be used when in the Opening stage of The Sales Call?

    • A.

      "What sales aides do you think you will need?"

    • B.

      "Are there new end-user markets that you would like to break into?"

    • C.

      "I would love to see Tony accompany you on some end-user calls. Would that be helpful?"

    • D.

      "What do I have to do today to win your business?"

    Correct Answer
    B. "Are there new end-user markets that you would like to break into?"
    Explanation
    This question would best be used in the Opening stage of The Sales Call because it helps to gather information about the potential customer's goals and objectives. By asking if there are new end-user markets that they would like to break into, the salesperson can demonstrate their interest in understanding the customer's business and identifying potential opportunities for them. This question also allows the salesperson to tailor their pitch and offer solutions that align with the customer's specific needs and objectives.

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  • 13. 

    What are some activities that you complete during the Post-Call?

    • A.

      Send a thank you message.

    • B.

      Handle any objections that may have come up during the Sales Call.

    • C.

      Identify customer's collateral needs.

    • D.

      All of the Above

    Correct Answer
    A. Send a thank you message.
    Explanation
    During the post-call, it is important to send a thank you message to the customer. This shows appreciation for their time and allows you to maintain a positive relationship with them. While handling objections and identifying collateral needs are also important activities during the post-call, sending a thank you message is a courteous gesture that helps in building rapport and demonstrating professionalism.

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  • 14. 

    Which question might be a useful question to use when "Opening" the sales call?

    • A.

      "The CH100 and CH160 are your top two apparel styles. Would you agree?"

    • B.

      "What concessions do you need me to make in order to secure this order?"

    • C.

      "What are the top styles that you are buying from the competition?"

    • D.

      None of the Above

    Correct Answer
    C. "What are the top styles that you are buying from the competition?"
    Explanation
    The question "What are the top styles that you are buying from the competition?" would be a useful question to use when "Opening" the sales call because it helps the salesperson gather information about the customer's preferences and buying habits. By understanding the styles that the customer is currently purchasing from the competition, the salesperson can tailor their pitch and offer alternative options that meet the customer's needs and preferences. This question also shows the salesperson's interest in the customer's business and demonstrates their willingness to provide a solution that surpasses the competition.

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  • 15. 

    When should you ask your customer questions about new methods or products that the customer would like to deploy to increase business?

    • A.

      During "Open the Inside Sales Call".

    • B.

      During the wrap up after you have had a chance to ask open-ended questions.

    • C.

      Anytime after you have completed the selected Product and Service Pitches.

    • D.

      None of the Above. You should have discovered this in the Pre-Call.

    Correct Answer
    A. During "Open the Inside Sales Call".
    Explanation
    During the "Open the Inside Sales Call" phase, it is appropriate to ask the customer questions about new methods or products they would like to deploy to increase business. This is because the "Open the Inside Sales Call" phase is the initial stage of the sales call where the salesperson establishes rapport with the customer and gathers information about their needs and preferences. Asking about new methods or products at this stage allows the salesperson to understand the customer's specific requirements and tailor their pitch accordingly.

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  • 16. 

    It is almost never necessary to discuss extraordinary customer requests with your manager; you and your outside sales partner can usually develop a "perceived" concession that will pacify the customer.

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    It is important to discuss extraordinary customer requests with your manager because they may require special attention or resources that only your manager can provide. Collaborating with your outside sales partner alone may not be sufficient to address the customer's needs effectively. It is crucial to involve your manager in order to ensure that the appropriate actions are taken to satisfy the customer and maintain a positive relationship.

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  • 17. 

    Check all that apply.   During the Pre-Call, which of the following activity(ies) would you likely engage in?

    • A.

      Ask your customer prepared questions that will help determine which Pitch(es) will be the most effective.

    • B.

      Thoroughly review CanDo Customer Snapshot.

    • C.

      Review Post Call reporting from the last Sales Call.

    • D.

      Review customer's website.

    Correct Answer(s)
    B. Thoroughly review CanDo Customer Snapshot.
    C. Review Post Call reporting from the last Sales Call.
    D. Review customer's website.
    Explanation
    During the Pre-Call, it is likely that you would engage in the following activities: thoroughly reviewing the CanDo Customer Snapshot, reviewing the Post Call reporting from the last Sales Call, and reviewing the customer's website. These activities will help you gather information about the customer, their needs, and their previous interactions with your company, which will enable you to better prepare for the upcoming sales call.

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  • 18. 

    Check all that apply. During the Open of an Inside Sales Call, the following question(s) or statement(s) would be effective to use at this stage of the ball game.

    • A.

      "I would love to see (insert Outside Sales Rep.) accompany you on that important end-user call. Would that be helpful?"

    • B.

      "What are the top styles that you are buying from my competition?"

    • C.

      "What concerns, specifically price concerns, do you think your end-user might have?"

    • D.

      "Are there new end-user markets that you are trying to break into?"

    Correct Answer(s)
    B. "What are the top styles that you are buying from my competition?"
    D. "Are there new end-user markets that you are trying to break into?"
    Explanation
    The given answer is correct because both of these questions are effective in gathering information during the Open stage of an Inside Sales Call. Asking about the top styles that the customer is buying from the competition helps the salesperson understand the customer's preferences and buying habits. Similarly, asking about new end-user markets indicates the customer's expansion plans and potential opportunities for the salesperson. These questions help the salesperson tailor their approach and offer relevant solutions to the customer's needs.

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  • 19. 

    Check all that apply. A thank you note should include the following item(s).

    • A.

      A summation of the Sales Call

    • B.

      A written confirmation of the decision makers and their corporate titles to ensure everyone is on the same page

    • C.

      A statement that emphasizes one of Broder's greatest capabilities that will help this particular customer

    • D.

      A summation of any action items

    Correct Answer(s)
    A. A summation of the Sales Call
    C. A statement that emphasizes one of Broder's greatest capabilities that will help this particular customer
    D. A summation of any action items
    Explanation
    A thank you note should include a summation of the Sales Call, as this helps to recap the main points discussed during the call. It should also include a statement that emphasizes one of Broder's greatest capabilities that will help this particular customer, as this shows the customer that Broder understands their needs and is able to provide a solution. Additionally, a thank you note should include a summation of any action items, as this helps to ensure that both parties are aware of the next steps to be taken.

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  • 20. 

    In which stage is it most appropriate to reference Broder's support material?

    • A.

      Presenting Products and Services

    • B.

      The Pre-Call

    • C.

      A and B

    • D.

      None of the above

    Correct Answer
    A. Presenting Products and Services
    Explanation
    In the stage of Presenting Products and Services, it is most appropriate to reference Broder's support material. This suggests that Broder's support material is relevant and helpful during the presentation of products and services to clients. It can provide additional information, evidence, or examples to support the presenter's arguments or claims about the products and services being offered.

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  • 21. 

    Check all that apply. A key objective in the Open the Sales Call portion of Presenting the Pitch is to...

    • A.

      If applicable, revise (reduce) any customer concessions.

    • B.

      Thank the customer for their business.

    • C.

      Build Rapport.

    • D.

      Report back on the objections raised during the last Sales Call.

    Correct Answer(s)
    B. Thank the customer for their business.
    C. Build Rapport.
    Explanation
    In the Open the Sales Call portion of Presenting the Pitch, it is important to thank the customer for their business to show appreciation and build a positive relationship. Building rapport is also crucial as it helps to establish trust and connection with the customer. However, revising customer concessions and reporting back on objections raised during the last Sales Call are not mentioned as key objectives in this portion of the pitch.

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  • 22. 

    Check all that apply. Which of the following are accurate reasons as to why it is so important to ask our customers for feedback?

    • A.

      It keeps them engaged and off their Smart Phones.

    • B.

      It helps the Sales Rep. choose the most effective Pitches to present.

    • C.

      Customers place a higher value on what they say and conclude than they do on what they are told.

    • D.

      It helps identify action items from a Sales Call.

    Correct Answer(s)
    A. It keeps them engaged and off their Smart Phones.
    B. It helps the Sales Rep. choose the most effective Pitches to present.
    C. Customers place a higher value on what they say and conclude than they do on what they are told.
    D. It helps identify action items from a Sales Call.
    Explanation
    Asking customers for feedback is important for several reasons. Firstly, it keeps them engaged and off their Smart Phones, ensuring their attention is focused on the interaction. Secondly, it helps the Sales Rep. choose the most effective Pitches to present, as feedback provides valuable insights into the customer's preferences and needs. Additionally, customers place a higher value on what they say and conclude than what they are told, making their feedback a valuable source of information. Lastly, feedback helps identify action items from a Sales Call, allowing for improvements and adjustments to be made based on customer suggestions and concerns.

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  • 23. 

    An Inside Sales Representative is essentially picking Pitches in two stages of Presenting The Pitch?

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    An Inside Sales Representative is responsible for presenting pitches in two stages. This implies that they are involved in the process of presenting the pitch twice, indicating that the statement is true.

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  • 24. 

    The main reason to create a list of prepared questions to use during the Inside Sales Call is to help further define which Pitches will be the most effective.

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    Creating a list of prepared questions for an Inside Sales Call helps in further defining which Pitches will be the most effective. By having a set of questions, the salesperson can gather important information about the prospect's needs, pain points, and preferences. This information can then be used to tailor the sales pitch and address specific concerns, increasing the chances of a successful sale. Having a structured approach with prepared questions also helps the salesperson stay focused and ensures important points are covered during the call. Therefore, it is true that creating a list of prepared questions can help define the most effective pitches.

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  • 25. 

    To effectively Pitch a product or service, you should present in a manner that is training your customer to sell to their end-user.

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    To effectively pitch a product or service, it is important to present it in a way that trains the customer to sell it to their end-user. This means that the pitch should not only focus on the features and benefits of the product, but also provide the customer with the necessary knowledge and skills to effectively communicate and sell the product to their own customers. By doing so, the customer becomes more confident and capable of promoting the product, leading to increased sales and success.

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Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Apr 30, 2024
    Quiz Edited by
    ProProfs Editorial Team
  • Aug 29, 2010
    Quiz Created by
    Pmurray10
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