For his recent sales training workshop, Shawn Frost develop the following sales quiz that he gives to attendees as the beginning of the workshop. The questions are taken from our recent work on Sales Warrior training. The purpose is to set up the topics covered in the training class.
1. How easy is it to succeed as a salesperson?
A. For the right type of person, selling can be easy.
B. If you work for the right company, selling can be easy.
C. If you get the right territory, selling can be easy.
D. Sales is always a difficult career.
2. What is the right sales philosophy?
A. Always try to close the sale.
B. Always share your customers' goals.
C. The customer is always right.
D. The customer is always confused.
3. How does your choice of market focus affect your success?
A. A good salesperson can be successful in any type of market.
B. The larger your market, the more successful you will be.
C. The organization, not the salesperson, chooses the customers.
D. A big part of your job is choosing to sell to the right customers.
4. What are the most important personality characteristics that affect your personal decision-making?
A. You must be quick, forceful, persuasive, forthright, and flexible.
B. You must be loyal, thrifty, brave, clean, and reverent.
C. You must be unswerving, dedicated, single-minded, focused, and commanding.
D. You must be smart, honest, caring, brave, and disciplined.
5. What is the most important thing about your sales process?
A. You must consistently use the same process to get consistent results.
B. You must let the customer control the sales process.
C. Your sales philosophy must control the sales process.
D. You should be willing to skip steps in the process to speed the sale.
6. After philosophy, what is the next most important element to leverage in your sales position?
7. What is the key to a successful sales career?
A. Trusting in your relationships with people.
B. Picking the right company to work for.
C. Doing the proper analysis and acting on it.
D. Winning more sales than you lose.
8. What is the most important communication skill that a salesperson must master?
9. If you were to describe selling as one thing, how would you describe it?
A. Helping customers see the value of your product.
B. Controlling your customers' perceptions.
C. Overcoming the competition.
D. Demonstrating the value of your product.
10. Where does customers' motivation to buy come from?
A. From understanding your products' features.
B. From your skill at closing.
C. From understanding your products' benefits.
D. From letting their needs speak louder than your selling.
11. What is the most critical obstacle is to making sales?
A. The preconceptions of customers.
B. Your costs and your company's costs in selling.
C. The strength of the competition.
D. The costs to the customer.
12. If you desire to avoid the dangers inherent in being a salesperson, where should you look for the best prospects?
A. You should try to win your competition’s customers.
B. You should look to develop a new, untapped territory.
C. You should identify new uses for your products.
D. You should get them from knowing your existing customers.
13. Which of the following type of sales wins are the most valuable?
A. Those from the biggest customers.
B. Those that you can win easily.
C. Those that are heavily contested.
D. Those that come from new products.
14. What is the best way to improve the desirability of your product?
A. You must offer good value for the money.
B. You must get people to broadly promote your product.
C. You must have a polished presentation.
D. You must make the other options less desirable
15. Which of the following is the worst way to grow your sales?
A Sell to those who already buy from you.
B Sell to those referred by existing customers.
C Sell to those who are similar existing customers.
D Sell to those who are have more money than customers.
16. Since selling is expensive, what is the best strategy to assure success?
A. Relax and trust in your eventual success.
B. Patiently build up your territory and sales.
C. Find ways to close sales more quickly.
D. Prepare emotionally and financially for a period without sales.
17. How can you recover from a slow start in making sales in a new position, territory, or to a new prospect?
A. You cannot recover from a slow start.
B. You have to start selling smarter, not harder.
C. You have to start focusing on your best prospects.
D. You must avoid panic and develop patience
18. In using Sun Tzu's system, what are the two forces acting together that give you access to the resources that you need to be successful?
A. Your company and your customers.
B. Your company and your character.
C. Your character and your competition.
D. Your competition and your customers.
19. Which of the following should a salesperson be most concerned about in the long run?
A. How he is compensated.
B. The profitability of his sales
C. Satisfying his sales manager.
D. Making his sales quota.
20. What is the key to your ability to win more and more sales in the future?
A. Your decision-making.
B. Your pricing leverage.
C. Your use of psychology.
D. Your product knowledge