Presenting The Pitch Inside Sales

25 Questions | Total Attempts: 107

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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.


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

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