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Tuesday, 3 April 2012

Sales Skills Knowledge Audit

CONGRATULATIONS
ἓν οἶδα ὅτι οὐδὲν οἶδα hèn oîda hóti oudèn oîda
“The only true wisdom is in knowing you know nothing.”
Socrates , greek Philospher . 469 BC – 399 BC

You will be primarily on this page because you have been given it as a link in order to undertake this quiz before attending a sales course /  refresher module  with me. -Welcome- Scroll down to begin to 'TAKE THIS  SALES SKILLS KNOWLEDGE AUDIT CHALLENGE"

However, if you have come across this page by chance or interest in a sales skills knowledge audit - welcome - why not have a go at the quiz and leave a comment?

 If you find a question difficult leave the question number in the comments box and I will post a suggested answer or give you  a link  to an answer .

I want to make this quiz  even better (  perhaps even tougher) so please suggest some other questions you think could be added to further improve it and expand this sales trianing knowledge audit (N.B. don't forget to post the suggested answers  as well please ! - I need to learn more as well of course) .

Take this Sales Skills Knowledge Audit Challenge

For those who have attended  sales courses before , these questions should be  a straightforward refreshment exercise and they will help you identify the few things  where you may be a little 'rusty'on and help you to focus on them and polish them up.

For those of you who have never attended a sales course many of the questions have natural or intuitve answers so be brave and have a go. ( No one's looking !)

If you want a crib answer for some of the questions I have made  links in questions so just click on the highlighted link.

For those who get 100%  well done. I didn't the first time I did it !!! You have an advanced level of sales skills knowledge keep up the good work and continue to put it into practice with clients.

 For those who like a challenge ask me for the sales  master class quiz at the course or post a comment and I can set you some tougher questions ( already prepared).

Please make an attempt to answer  ALL the following questions.

For those coming on one of my courses  - please -'copy and paste'  the quiz onto a word document . Ensure  your answers are specific to your business sector and not generic. ( This is a practical training quiz not educational /academic exercise)

Please bring to the course your answers in hard copy and hand in to me  before the course thank you.


Good Luck. It should take you around 20 mins to complete so take a breather from time to time. If you get stuck move on swiftly to the next question and come back to the ones you found difficult. 

(Rather than just reading the questions ,you may find it helpful to have a pad of paper and pen to hand  and record your answers.)

1.       Define a call objective in your business.

2.       In planning a call, what six areas of sales technique should you consider

                                I.            .

                              II.            .

                            III.            .

                            IV.            .

                              V.            .

                            VI.            .

3.       (a) Give five examples of open questions you would use we a client.

                                I.            .

                              II.            .

                            III.            .

                            IV.            .

                              V.            .


            (b)  Give 3 examples of closed questions you would use with a client

                            VI.            .

                          VII.            .

                        VIII.            .
            (c)    Give two examples of  probe questions you would use with a client

                            IX.            .

                              X.            .
           (d)    Give 1 example of a limited choice question you would use with a client.

                            XI.            .
            (e) Give one example of a limited choice question you would use with a client.

                          XII.            .
            (f)  Give one example of a link  question you would use with a client.



4.       In dealing with an objection, there are two active elements to consider, what are they?

5.       There a five techniques based on natural behaviour for getting your client’s attention  onto topics you wish to discuss, what are they?

                        XIII.            .

                        XIV.            .

                          XV.            .

                        XVI.            .

                      XVII.            .

6.       What are the overall advantages to the salesperson of mastering these techniques of attention getting?

7.       There are seven closes based on natural behaviour which the professional salesperson can use, what are they?

                                I.            .

                              II.            .

                            III.            .

                            IV.            .

                              V.            .

                            VI.       .
VII.

8.       Why do we need technique to close Having dealt with a major topic in a sales discussion or get commitment?

9.       Having dealt with a major topic in a sales discussion, what two factors should you check before dealing with the next topic?

10.   In the later stage of a sales discussion , what should a salesperson be listening for particularly.

11.   What is the most effective channel of communication in face to face selling?

12.   What is meant by ‘active listening’?

13.   In any sales proposal, there are three active ingredients. They are what it IS, what it DOES and what it MEANS. Describe why each of theses functions are so important :-

                                I.            .

                              II.            .

                            III.            .

14.   In any prospective sales situation, there are four prime factors to consider before an initial proposal can be submitted. What are they?

                                I.            .

                              II.            .

                            III.            ..

                            IV.            .

15.   In phoning for an appointment to meet a prospect what should a professional person have ready?

16.   What do you cost per year as an employee to your company?

17.   Excluding salary what is the total of all other costs involved?

18.   How much business do you have to obtain to cover these costs and your salary?

19.   What are the main selling activities you are responsible for?

20.   What proportion of your time should each of these selling activities receive?

21.   What is “effective selling time”?

22.   In simple terms, what checks do you run on yourself to ensure you are using your time most effectively?

23.   Do you have a preferred system or method for ensuring continuity during development of a long term prospect?

24.   Do you understand the use of all paperwork returns or CRM cell population you are required to make to / for your company?

25.   Which do you consider the best half of your selling day morning - afternoon?

26.   Have you worked out the preferences for this preference?

27.   Is there a day in your selling week you consider to be less useful than others?

28.   How well do you know the range of your competitors?

29.   Where do you get information on competitors?

30.   How do you report competitor activity to your company?

31.   When questioning a prospect for information, what are the three major steps one should deploy?

32.   In addition to concentration what other activities can you use to enhance your listening skills?

33.   When replying to a client’s objection name four actions to avoid and four actions to help persuade a client to accept your answer.

Avoid                                                                                    Do

1                                                                                              1

2                                                                                              2

3                                                                                              3

4                                                                                              4



34.   Apart from price discounting, name five negotiating variables you can use in your business.

                                I.            .

                              II.            .

                            III.            ..

                            IV.            .

                              V.            .

35.   What makes a good negotiating variable from the supplier’s side?

36.   Name the four selling styles

                                I.            .

                              II.            .

                            III.            .

                            IV.             


                                I.            .

                              II.            .

                            III.            .

                            IV.             

38.   What does T.E.D. stand for?

39.   What is the purpose of questions ?

40.   Name four interview techniques?

41.   Give three different examples of buying signals you would look for in your business meetings with clients

                                I.            .

                              II.            .

                            III.            .
Well Done - I hope you found the audit helpful.
Next step please leave comment is you want.

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