Presenting The Pitch Inside Sales
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.
- 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
- 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
- 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
- 5.During the Post-Call, it is important to determine your customer's collateral needs?
- A.
True
- B.
False
- 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
- 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
- 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
- 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
- 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
- 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!
- 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?"
- 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
- 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
- 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.
- 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
- 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.
- 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?"
- 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
- 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
- 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.
- 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.
- 23.An Inside Sales Representative is essentially picking Pitches in two stages of Presenting The Pitch?
- A.
True
- B.
False
- 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
- 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
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