Presenting The Pitch Inside Sales

25 Questions | By Pmurray10 | Updated: Mar 16, 2022 | Attempts: 123

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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
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