Sales Questionnaire | Leadership Management International

Client Information

Title *

Mr.

Ms.

First Name: *

Last Name: *

Country: *

Email Address: *

Affiliation: *

Coach's Email *

Evaluation Questions

4. The Three types of Motivation are: *

a. Personal, Rewards and Fear

b. Attitude, Action and Goals

c. Fear, Incentive and Attitude

d. None of the above

e. All the above

5. Which of the following basic senses are used in the learning process of an LMI program? *

a. Sight, Sound and Touch

b. Sound, Smell and Sight

c. Smell, Taste and Touch

d. Taste, Sight and Sound

e. Touch, Sight and Taste

6. The Application and Action section of a lesson is designed to: *

a. Stimulate thought

b. Facilitate application of the lesson

c. Promote discussion in weekly workshop

d. Incorporate the sense of touch

e. All the above

7. The Participant Feedback Sheet is used to: *

a. Measure results

b. Track a participant's progress

c. Provide feedback to the EDM

d. All the above

e. None of the above

8. The LMI Marketing System suggests you build a base clientele of: *

a. 10-25 companies

b. 25-50 companies

c. 50-75 companies

d. A minimum of 100 companies

e. None of the above

9. When prospecting you should primarily target companies with: *

a. Less than 10 employees

b. 10-25 employees

c. 25-250 employees

d. 250-1,000 employees

e. None of the above

10. When selecting participants for an Showcase it is best to: *

a. Only have the EDM attend

b. Have different levels of management so they can learn to communicate to multiple levels within an organization

c. Have a small group of executives attend who have the ability to form good solid relationships that can lead to an in-house resale

d. Have participants attend who have never attend a development course before

e. None of the above

11. What does the acronym SMART stand for in Goal Setting? *

a. Specific, Manageable, Attainable, Realistic, Time Sensitive

b. Systematic, Manageable, Attainable, Results Oriented, Tangible

c. Specific, Measurable, Attainable, Realistic, Tangible

d. Specific, Measurable, Action, Realistic, Tangible

e. None of the above

13. Which is not a characteristic of a Class "A" Prospect? *

a. A company with 25 - 500 employees

b. Access to the Economic Decision-Maker

c. A company with an in-house training department

d. Revenues in excess of one million dollars

e. None of the above

15. When scheduling an appointment over the telephone you should: *

a. Be natural, relaxed, use your own words

b. Be aggressive and read from a prepared script

c. Change styles with different customers

d. Be low keyed and factual

e. None of the above

16. When calling on the telephone you should: *

a. Limit your call to three minutes

b. Answer all questions in detail

c. Find out what type of budget they have for Training and Development

d. All the above

e. None of the above

17. When calling on the telephone you should: *

a. Call on your best prospects first

b. Call "B" and "C" prospects to warm up

c. Call people you know will give you an appointment

d. All the above

e. None of the above

18. To get past the Gate Keeper you should: *

a. Be friendly, professional and pleasant

b. Avoid sounding condescending or demanding

c. Call when they would not be at their desk

d. Use personal correspondence to the EDM

e. All the above

f. None of the above

19. When introducing yourself on the phone you should: *

a. Be as vague as possible

b. Give your name, who you represent and the purpose of your call

c. Ask who you are talking with

d. Ask if the company currently does any training

e. None of the above

20. During your sales interview your primary objective is to: *

a. Find out if they are who they say they are

b. Find out if their credit is good

c. Find out what they want

d. Find out what they need and what they can afford

e. None of the above

21. During your initial sales call the first thing you sell is: *

a. The fine reputation of LMI

b. The great service and product of LMI

c. The reasonable price for the LMI product and service

d. Your personality, your style, yourself

e. None of the above

23. Which example is NOT a buying sign? *

a. They ask more questions

b. They say the price is too high

c. They say the day and time doesn't fit their schedule

d. They say they will make a decision tonight

e. All the above

24. The best way to sell is to: *

a. Give the customer a good deal

b. Give the customer what they need

c. Make the customer think you're their friend

d. All the above

e. None of the above

25. The emotional reason for a prospect to buy is: *

a. Focused on the Results for the company

b. Related to the Return on Investment

c. Based on the personal benefits to the EDM

d. All the above

e. None of the above

26. The reason for asking questions during a sales interview is: *

a. To help them discover how participation in an LMI program can satisfy their needs and wants

b. Because the person asking the questions is the person in control of the conversation

c. Discover their prime buying motive

d. All the above

e. None of the above

27. To find the emotional reason a client would buy you ask: *

a. Feeling questions

b. Number questions

c. Future results questions

d. Past history questions

e. Budget questions

28. One reason why a salesperson is successful is: *

a. They go beyond the general questions to specific questions

b. They ask third level questions to obtain measurable information

c. They are not afraid to ask the hard questions

d. All the above

e. None of the above

30. If a prospect suggests going straight to an in-house program you should: *

a. Find out how many people they want to start with

b. Find out when a good time to start would be

c. Use a trial close to find out if they are serious

d. Restate the purpose of the Showcase and the importance of starting with it

e. All the above

f. None of the above

31. After you ask a closing questions, you should: *

a. Immediately list all the reasons they should buy

b. Emphasize the good price

c. Leave them alone to make a decision

d. Say nothing

e. None of the above

32. The best time to close a sale is: *

a. When the prospect is ready to buy

b. After you have all the buying motives

c. After you show them the LMI program

d. Right after you tell them the investment required

e. None of the above

33. Paul J. Meyer says that a salesperson will become a sales expert after: *

a. 50 sales interviews

b. 100 sales interviews

c. 250 sales interviews

d. 500 sales interviews

e. 1,000 sales interviews

34. Stalls and Objections: *

a. Should be handled in the same way

b. Are a normal part of almost every sales interview

c. Are an indication you did a bad sales interview

d. All the above

e. None of the above

35. An objection during a sales interview is: *

a. Usually the first step in closing the prospect

b. The way a prospect reacts to a poor sales presentation

c. An excuse not to buy

d. When you can't answer a customer's question

e. None of the above

37. What is the most important thing you do after a sale? *

a. Analyze the sale

b. Call in a few days to thank the new client

c. Call the new client to see if they are satisfied

d. Make another sales call

e. Ask the new client for referrals

39. The best time to ask for referrals is: *

a. After the person has completed the program

b. When the person has a measurable Return on Investment

c. Every opportunity

d. At the end of the Sales Presentation

e. After you collect payment for the enrollments

40. When you call and get voice mail or an answering machine you should: *

a. Hang up

b. Tell them to call at their convenience

c. Leave a message about the showcase program so they know what you want when you call back

d. Leave your phone number and ask them to leave you a message when the best time to call them would be

e. None of the above

After you have selected your answers, please click on the Submit button below