Basic Selling Skills Introduction -QUIZ Name: Date: Score Course 1. The primary

Question

Basic Selling Skills Introduction -QUIZ Name: Date: Score Course 1. The primary reasons for pursuing a career in Professional Sales: (Select the Correct Answer) a. Unlimited $ Potential, Clothing Allowances, Always Challenging b. Unlimited $ Potential, Flexible Work Schedule, Route to Management C. Unlimited $ Potential. Customers Desire for New Products, Desire to Win no Matter What d. None of the Above 2. Effective Qualifying of Prospects requires that: (Select the Correct Answer) a. You ask questions b. You do your research c. You do Not assume or jump to conclusions d. All of the Above (Note: Always attempt to Disqualify to support effective use of time and resources) 3. The Six Steps of the Sale are as follows: (True or False) Step 1 - Pre- Call Planning Step 2-Open the Call or Introduction Step 3-Discovery Step 4-Presentation Step 5- Negotiation Step 6- Close 4. Pre- Call Planning: (Match the Phase with the Action) Phase 1a. Know your products & services Phase 2b. Know/Develop your S.M.A.R.T. Objective Phase 3 Phase 4 c. Research the Company d. Know your competition 5. The acronym S.MAR.T. is: (Select the Correct Answer) a. Sensible, Metric, Accurate, Realistic, Timely b. Specific, Measurable, Attainable, Results Oriented, Time Bound c. Selected, Meaningful, Active, Required, Tested d. Sequential, Methodical, Accelerated, Reasonable, Time Focused Build rapport by demonstrating interest, creating trust and building a level of comfort. (True or False) Page 1 of 3 RBI R.J. Confidential

Explanation / Answer

1.         The primary reason for the career in Professional Sales is

B. Unlimited $ potential, Flexible Work Schedule, Route to management

With the sales profession comes huge earning potential as any industry or business heavily relies on revenues generated by Sales. Given this fact, Sales people rise high in their organizations without the prospect of changing their organizations. They get opportunities to continuously take personal development trainings,. A sales career gives great freedom while working, because you select your own timing to work and your own plan of action. And least to say, sales professionals come with a very good salary packages along with benefits and generous commissions as their compensation

2.         Effective qualifying of prospects requires that

D. All of above.

During your initial calls you have to ask questions to go through the gatekeeper and get to the correct decision maker. Then you have to ask the correct questions so that you can understand his needs and requirements and then make a plan of action to get the make this prospect your customer. You have to do your research and see if the person you are talking to and the company your think is prospect has the potential to become your customer. You also have to research their past buying patterns and then make a better proposal for them. While you research and ask questions, you cannot assume and jump to conclusions as to what client wants, you always have to understand the need and keep all the gates of communication open to get the right product and tailor-made proposal for correct customer.

3. TRUE

Every sales person will undergo these 6 stages where they pre-plan a call by identifying their prospective client and researching about them. Then, they will call and introduce themselves to the prospective client, they will also introduce their company and what is the reason for the call. Then they will be on the line for discovery, where they will qualify the prospect and determine the best possible solution to resolve prospects issues and pain areas and gain for themselves. Discovery all will either give clarity on sales opportunity or disqualify the prospect. Then the sales presentation will be made which will be tailor-made for the prospect and negotiations will happen for the deal. After this, the call and deal are closed as the prospective client becomes your customer.

4.         Phase1 – Research the company (An obvious step where you research the company and prospect and build a rapport with the client. The research points are ice-breakers and help you start conversations. This also helps in giving valuable information about the company, industry and company’s pain areas.)

Phase 2 – Know your competition (Once the research is done, you get to know the competition you have. This will help in gathering information that what “good” or “bad” your competition is doing and what solution should you offer which is different from your competition.

Phase 3 – Know your products and Services (While talking to you prospect, you should be aware of the products and services your company has to offer and what is the best possible solution that you can offer to the prospect.

Phase 4 – Know/develop your SMART objectives (You should be able to build and develop the SMART objectives for yourself and able to measure your performance up to these objectives

5.         S.M.A.R.T stands for (B)

S – Specific, significant

M – Measurable, Motivational

A – Attainable, Acceptable

R – Result Oriented, Realistic

T – Time-Bound, Time-Based

6.         Build rapport by demonstrating interest, creating trust and building a level of comfort. TRUE

You should build rapport with your prospective client by demonstrating interest in their company and their business. Creating trust by asking them right questions and giving them good, find a common and correct solutions and breaking ice. Find a common ground to talk on and create shared experiences. Build a good level of comfort where the prospective client can talk about their problems and pain areas that they are facing. Show empathy and mirror the clients mannerisms and speech appropriately

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