Personal Selling Test Chapters 1-7
According to Invesp, 80% of sales require how many follow-up calls?
5
Weekly planning should take:
60 minutes
During the customer discovery stage, the customer does __ % of the talking
60%
According to this chapter, what percentage of a person's average daily thoughts are negative?
80%
If you have an accountability appointment with a person to whom you have committed your goal, the probability of achievement your goal is:
95%
Which of the following best represents the main obstacles that salesperson must overcome in order to be successful?
Negative thinking, repetitiveness, and complacency
True or False: BANT stands for Budget, Authority, Needs, Time
True
According to LiveScience, the average person can hold how many items in their memory at one time?
3-4
What percent of recipients will open an email based on it's subject line?
33%
According to Hubspot, how much of a salesperson's time is actually spent selling?
39%
Which of the following is the best time of day to call a prospect on the phone?
4 pm
Jermaine is a very good customer of yours who made his first order on August 8, 2021. You had your first sales call with Jermaine on July 12, 2021. What was the sales cycle length for Jermaine?
4 weeks
What percentage of salespeople said that prospecting was the most challenging part of the sales process?
40%
The source of a new salesperson's confidence is:
Believing in your ability to quickly learn how to be successful
Which of the following is the first step in preparing for phone prospecting?
Prepare a list of customers
Which of the following is true of professional selling?
Salespeople build long-term relationships with customers
Which of the following best describes the "job to be done" theory?
Salespeople should focus on what customers are "hiring" the product to do
Which of the following is NOT a trigger event?
Seeing your friend make a new connection
Which of the following would be the most effective email subject line?
Thanks for the LinkedIn connection, Chantell!
Which of the following jobs is least likely to be a frontline worker?
The CEO of Google
Which of the following is most true about professional selling?
The role of salesperson is to create value for customers
The average salesperson stays in their role for:
18 months
At which of the following times is a prospective customer most likely to open an email?
2 pm
People with written goals are ___ times more successful than people with unwritten goals
3
Which of the following would be a good call to action at the end of a phone call?
"Are you open to a demonstration to see it in action?"
Which of the following options would not be a compelling subject line for a video email?
"I have something you might be interested in?"
Which of the following phrases best captures the idea of connecting with a customer by giving a "Point of Reference" (POR)?
"I sent an email a few days ago about [subject]"
Which of the following is true about a video email?
It should end with a call to action
Which of the following is NOT true about prospecting?
Most prospects are usually interested in what you are selling.
How are most salespeople paid?
A base salary plus commission
Which of the following is an example of Business to Customer (B2C) professional sales?
Allstate car insurance salesman
Which of the following SMART categories does the following goals lack: Get 100M in selling commission by December 1st:
Achievable
When is a salesperson's moral obligation fulfilled?
After a needed product or service has been offered to a potential customer
Which methods can a salesperson use to continually harness a belief in the product or service that they sell?
All of these
Which of the following communication methods can be used in a sales cadence?
All of these
Which of the following would be considered the best time to do administrative work?
All of these
Which of the following options best describes a growth mindset?
Being open to feedback
Carol Dweck, A stanford psychologists taught that:
Beliefs play a pivotal role in determining what you want and whether you achieve it
Which of the following is a calendaring tool which integrates with your persona; calendar, identifies times that are free, and allows clients to choose options of when they can meet with you.
Calendly
Which of the following emails would personalization be most important?
Cold outreach email
Which of the following is an effective goal that uses the SMART method:
Complete a weekly planning session every Friday afternoon
According to the feature-advantage-benefit method, which of the following would be considered a feature?
Computer Processor
In which of the following customer pipelines stages does the salesperson uncover the customer's needs?
Customer Discovery
Which of the following are visible and measurable characteristics of a customer (ie. age, income, marital status, etc.)
Demographics
Detmer is a salesperson working for Cosmo, Inc. Detmer is trying to determine which areas he should focus on to improvement overall sales. When he analyzes Area D, he realizes that Area D is not growing much and that Cosmo, Inc. has weak market share in that area. What should Detmer do with Area D?
Divest more time and resources from Area D and put them in another area
Which principle did Cliff Young best manifest that salespeople can apply to their career
Don't get bogged down by the limitations that other set
Which of the following best describes an example of offering value beyond your product to a potential customer?
Emailing your prospect a link to a podcast a topic your prospect cares about
True or False: Being a good salesperson is mostly about being likable and good with people
False
True or False: Direct Mail is an outdated communication medium and should not be used by salespeople.
False
True or False: Having a fixed mindset means to be fixed in your mind that you will get better every day.
False
True or False: It is better to go back and forth between tasks rather than perform (and complete) one task at a time
False
True or False: Salespeople should live by this motto: Don't take no for an answer
False
Which of the following buyer scenarios is most likely to involve a salesperson?
High-repeat purchased and high-priced item
The FIRST STEP to weekly planning is to:
Identify upcoming meetings with customers
Considering the feature-advantage-benefit method, which of the following would be considered a benefit?
Increases employee productivity
Jamal is a sales professional who is not satisfied with his performance. Which method best describes how Jamal can improve?
Learn > implement > feedback > method
Which of the following principles best describes how you should design your various social media platforms:
Make sure your name, title, and bio/description are consistent across all your social media platforms
Which of the following categories best describes the task of CREATING INTERNAL REPORTS?
Non-essential task
Which of the following is most likely to have a longer sales cadence?
Outbound selling
Which of the following is not a step that sellers take in preparing for phone prospecting?
Prepare automatic calling
Which of the following describes the characteristics of a customer, such as attitudes and desires?
Psychographics
A potential customer called your company directly to enquire about the software that your company offers. Which of the following positions is most likely to call the customer back?
Sales Development Rep
True or False: Understanding the ICP ensures BOTH: (1) that the salesperson understands the customer's needs and wants, and (2) the salesperson focuses their efforts on potential customers who are the most likely to purchase
True
Social selling is defined as:
Using social media to find potential customers, cultivate business relationships, and build a professional brand
Which of the following products or services would be least likely to use a salesperson for the go-to-market strategy?
Well-known products
What does the acronym WIIFM stand for?
What's in it for me?
True or False: It is good to use phrases such as "just following up" when customers answer the phone.
False
What percent of salespeople typically give up after one follow-up call?
44%
What percentage of people prefer voice channels over other communication methods?
49%
What percent of senior executives use social media to support their purchasing decisions
>80%
Which of the following is NOT a step in creating a great prospecting email?
Always close with thank you
Which of the following companies are least likely to employ salespeople for their go-to-market strategy?
An ice cream shop that sells directly to individual customers
Which of the following categories best describes the task of creating proposals?
Essential administrative task
True or False: Salespeople in a new role often experience beginner's luck because the salesperson's boss usually assigns them easier accounts to manage when they first get a new position
False
True or False: Salespeople should master the essential skill of multitasking
False
True or False: To increase the authentic feel of your video email, it is better to not prepare a script of what you are going to say for the video email
False
True or False: When joining a LinkedIn group, it is best to pitch your product often because you are a salesperson.
False
Which of the following best represents an appropriate WHY statement for a salesperson? I: Making enough money to travel II: Making enough money to provide for my family III: Helping my clients solve their problems
I, II. and III
Which of the following best describes imperfect information?
Information about a product that would change a customer's decision
Jimmer is a salesperson working for Cosmo, Inc. Jimmer is trying to determine which areas he should focus on to improve his overall sales. When he analyzes Area C, he realizes that Area C is growing rapidly and that Cosmo, Inc. has strong market share in that area. What should Jimmer do with Area C?
Invest more time and resources in selling in Area C
Which of the following social media platforms is best for prospecting?
Which of the following is not a best practice to effectively develop a personal brand on social media?
Mostly post about your products and your company
Which of the following positions is LEAST LIKELY to work with a customer after they have made an initial purchase?
Sales Development Rep
Which of the following positions is LEAST LIKELY to be an entry-level position for RECENT COLLEGE GRADUATES?
Sales Executive
Which of the following positions is MOST LIKELY to execute the actual sale with a new customer?
Sales Executive
Which of the following categories best describes the task of PROSPECTING?
Sales-related activities
Which of the following options is NOT true about the 3x3 method for preparing a video email?
The salesperson views three profiles on LinkedIn to determine who to contact through email
The Platinum Rule states:
Treat others the way they want to be treated
True or False: A salesperson's moral obligation results in wanting to share the product with potential clients because the product or service will truly help others solve their problems
True
True or False: Both introverted and extroverted people can be good professional sellers.
True
True or False: It is better to schedule your follow up in your calendar rather than try to remember without a schedule
True
True or False: The flick-back/flick-u method is the technique of borrowing the feelings from a past positive experience and visualizing them in the present circumstance
True
True or False: The role of mastermind is to participate in various activities such as brainstorming, education, and peer accountability.
True
True or False: When an existing contact interacts with your post, one possible strategy is to reach out to them with a low-commitment question
True
On which of the following days is a prospective customer most likely to open an email?
Tuesday
Which of the following activities is not considered prospecting?
When the client signs the final contract
