Outbound Sales Quiz # 1

What does CRM stand for?

Customer Relationship Management

Common Response Match

Cost Reduction Management

Core Rival Market

What is the definition of "Primacy Effect"?

People tend to avoid sales pitches and advertisements

People tend to make their purchase decisions on impulse

People tend to ask many questions during sales pitches

People tend to remember the first things they hear/read

What is the key point to emphasize when recommending a product to a prospect?

How much the prospect will pay for the product

How advanced the technology is behind the product

How many in his/her network would be interested

How the product solves his/her pain points

When making phone calls you should:

Identify yourself.

All of these

Ask to speak with the department that can help you.

Identify the purpose of your call.

Providing the best possible customer service and building customer loyalty are traits of what type of selling?

Team

Direct

Solution

Relationship

Telling a customer that prices will increase in the coming week is a __________.

deal close

direct close

time-driven close

qualifying close

True or false? When making a sales call you should always do most of the talking.

True

False

What is upselling?

Emphasizing the quality of a product

None of these

Selling a customer premium upgrades

Moving a qualified lead up the chain of command

The process of calling potential clients without an introduction is called _________.

cold calling

guerilla calling

blank calling

ambush calling

What do you call the pre-sales activity of identifying potential customers and their willingness to pay?

Prospecting

Project Review

Margin Calculation

Pareto Analysis

An acceptable closing outcome from a customer meeting can be another meeting?

True

False

What is the best time to call the customer’s home?

Call them according to your time zone.

You can call them anytime you want as you need to complete your job.

Do not call a customer's home before 8:00 AM or after 9:00 PM, unless they've given you permission to do so.

You can start calling at 6:00 AM the soonest and 11:00 PM the latest.

The first step of sales is to __________.

understand customer needs

to negotiate prices with the customer

to pitch the customer

present the customer with the product

True or false? You should never follow up a cold email with a phone call.

True

False

Which of the following is MOST effective for a buyer with an analytical personality type?

Quick deadlines

Detailed explanations

Recognition and Praise

Conflict Avoidance

To build a sustainable business, which of the following should a salesperson invest the most efforts in?

Getting the customer to sign a contract

Establishing a long-term relationship with the customer

Email Marketing

Pitching customers the product's features

When first engaging with a prospect, it is best to use _______ questions.

open-ended

financial

close-ended

simple

When qualifying your prospect, how can you test to determine how engaged he/she is with you?

Create a mutually agreed followup action plan

Agreeing to a purchase or billable event

Giving you the contact info of the decision maker

(All of these)

True or false? There is no need for the marketing and the sales department to communicate.

True

False

The process of helping a customer reach their strategic goals is what type of selling?

Personal

Consultative

Direct

Cold

When qualifying a prospect, what are the most effective types of questions to ask?

Probing only

Open-ended and probing

Yes or No only

Open-ended only

_______ selling is a methodology that focuses on solving a customer's pains or needs.

Direct

Solution

Simple

Holistic

Generally, you can think of _______ as the strategy and ______ as the execution.

sales; marketing

marketing; sales

email: phone

business development; sales

Which of the following communication skills is, in general, the most important for sales people to develop?

Listening

Persuading

Presenting

Promoting

_____ a lead is the process of making sure a lead is a viable candidate.

Prospecting

Exploring

Examining

Qualifying

In the customer problem identification process, what is the next best step once a pain point is revealed?

None of these

Immediately pitch your services

Find other customers with the same pain

Quantify the pain

What is a commission?

A sales representative that is hired on a contract basis

An active marketing campaign

A percentage of a sale that goes to the sales representative

A closed deal

What does the 80-20 rule indicate?

That salesperson should spend 20% of his time with 80% of the most qualified prospects

That a salesperson should convert 80% of their prospective sales

That a salesperson should convert 20% of their prospective sales

That salesperson should spend 80% of his time with 20% of the most qualified prospects

The more often you call a client, eventually the incremental value is worth less than the costs of making the calls. This is an example of ________ .

The Sales Trap

Down selling

Purchasing Power

The Law of Diminishing Returns

______ is the process of acquiring information to ensure that clients will benefit from a product.

Correlating

Prospecting

None of these

Pre-Purchase