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
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.
.
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.
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.
37.
Name four Client Personality types
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.
grt
ReplyDeleteNice post. I am the owner of a company dealing with wholesale of fruits and vegetables http://www.su-fruit.com/ in Subotica, Serbia. The main activity of our company is export and trade of fresh, frozen and preserved fruit and vegetables. We also have our own plantations with agricultural products. In addition, we have highly developed quality management, so we can easily meet the required standards in every market.
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