Flowing To Success Quiz « Moti-Vitality

Which of the following is an important element to the success of sales?

Belief in product value.
Personal goal setting.
Dedicate time for sales activity.
All of the above.

Water specialists are certified by the ________.

Water Quality Association.
National Sanitation Foundation.
Environmental Protection Agency.
Food and Drug Administration.

Which of the following will guarantee success in water treatment sales?

Low price.
WQA certification.
Memorized presentation script.
None of the above.

The greatest challenge to successful sales is __________.

An unsupportive employer or manager.hostile
A poor or undeveloped territory.
Personal attitude.
Hostile co-workers.

The most effective way for a new sales person to learn to sell a product is typically to ________.

Work in the field with an experienced sales person before engaging in additional training.
Gain a talking knowledge of the product then learn the presentation through trial and error while making actual sales calls.
First learn the “by the book stuff” (including canned presentations), then participate in additional training methods including making calls with experienced sales people.
None of the above.

The greatest earning potential for sales professionals/territory managers is in a system where _______.

Protected territory is assigned and the sales person is held accountable for generating the bulk of their own leads.
All leads are considered house leads and are assigned on a specific rotation basis.
Sales people are assigned specific market segments to sell to.
A mix of the approaches listed above depending on the owner's or manager's preference.

If a territory manager receives a referral in another person's protected territory, they should _______.

Automatically turn the lead over to the manager in whose territory the lead is generated.
Follow up on the lead and inform the other territory manager only after a sale occurs.
Immediately communicate with the other territory manager and split any sales commissions in accordance with guidelines established by the dealership.
Turn the lead over to the dealership to be re-assigned as a house lead to avoid conflict between territory managers.

Effective ways to get to know and develop sales in a territory include _________.

Regularly pull building permits from local building departments and track progress of new construction.
Obtain a territory map and familiarize yourself with the area by driving every road in the territory.
Make a list and get to know every builder and realtor working in the territory.
All of the above.

In order to make progressive changes, an individual or a company as a whole must __________.

Identify what needs to be changed.
Develop an idea and action plan for improvement.
Act on the action plan.
All of the above.

The best way to get our prospects to keep scheduled appointments with us is to ________.

Tell them they will be charged for a service call if they miss the appointment.
Call one day before the scheduled appointment to confirm.
View ourselves as business professionals and conduct business accordingly.
Have an office assistant confirm our appointment prior to our driving to it.

It is a good idea to schedule important activities early in the day _______.

To ensure that unexpected appointments or other activities do not keep the important scheduled activity from being completed.
Because important activities are always the hardest to get done, so it is always best to get them completed early on.
To make sure the important work is completed in an eight hour work day.
None of the above.

The best place to find the reason for lack of success is __________.

The company training manual.
A mirror.
The WQA website.
Consultations with successful sales people.

The following statement is true regarding organizing your daily activities.

It is always best to schedule your activities using an electronic program such as Act or MS Outlook.
Always use a daily planner to organize your activities.
It is only necessary to keep scheduled appointments in your daily planner.
If your method of organization requires more time to use than the time it saves, it is not worth it.

The benefits of generating your own leads instead of only working house leads include:

Having a regular schedule set by your company’s management.
Income potential determined by the number and quality of house leads provided.
A forty hour work week.
More personal autonomy and control over your own income.

Useful tidbits of information can be extracted from building permits. The benefits of permit acquisition include:

Locating new homes under construction.
Knowing which homes are new and which are fire/disaster remodels.
Acquiring the names, addresses, and phone numbers of homeowners in your territory.
All of the above.

What is a good reason to leave some form of literature on every visit to a new home under construction?

Leads can be generated when other trades see literature or business cards.
Literature left at various times may let homeowner see your persistence.
Noting when the literature is picked up may indicate how quickly the house is being built.
All of the above.

When making calls from an existing customer list, it is a good idea to ________.

Tell the customer that you are not trying to sell them anything.
Offer a free on-site water and equipment check up.
Tell them you are looking for referrals.
All of the above.

If a customer receives adequate service from your company, they are likely to _________.

Speak poorly of you.
Be an excellent referral source.
Use you again.
Shop around and verify that they want to use you again.

It is a good idea to stay in touch with past customers either in person, by phone, or through the mail every ________.

Six months.
Two weeks.
Three months.
Annually.

Home shows and water clinics should be designed and worked with the goal of _______.

Selling whole house and drinking water systems.
Providing information and setting appointments.
Scaring people by informing them of possible water contaminants.
Selling R.O. systems only.

What is the most important thing to remember when approaching other businesses for leads?

You can genuinely help them increase sales through their investment in you.
They are probably not interested in water conditioning.
Very few types of business can benefit by being involved with you.
None of the above.

The most difficult part of the job of the water treatment professional is ______.

Scheduling daily activities.
Following up after the sale.
Closing the sale.
Getting in front of the prospect.

Preparation for an appointment should include which of the following?

Checking to see what common water issues exist in a prospects area.
Check for current customers who live near the prospect.
Check on condition of test kit.
All of the above.

When should appointments be confirmed?

Always.
Only for house leads.
Only if you have already been stood up on a house lead.
Never. You don’t want to give the prospect the opportunity to cancel.

One way to make sure you have everything related to the prospect that you need for an appointment is to:

Have your office create folders with literature and contract forms.
Personally create specific customer files containing paperwork that may be needed during the sales presentation.
Carry separate file folders with all the forms and paperwork available, so as to be able to address any unforeseen challenge.
None of the above.

The following is an important part of the sales presentation:

Introduction.
Body.
Close.
All of the above.

Which of the following is part of the body of the presentation?

Explain what you will be doing during the presentation.
Ask questions about family size and age of home.
Sink tests.
Ask for sale.

Which of the following is a “sensitive” question?

Do you have a budget in mind?
How many children are in the home?
Do you buy bottled water to drink and for cooking?
How long do you plan to live in the home?

Which of the following is a demonstration rather than a test?

TDS test.
Iron test.
Hardness test.
Precipitation test.

When showing products, it is a good idea to:

Present only one product choice to the prospect in order to avoid confusion.
Show the “good, better, best” scenario, but emphasize the best.
Show the good, better, best scenario and feature the benefits and limitations of each.
Show the products at different price points, but try not to confuse them with details.

One-Legger sales appointments:

Should be avoided at all costs.
Are okay as long as the decision maker is the one on the appointment.
Demonstrate disrespect and lack of interest on the prospect's part.
Are unavoidable at times.

The following is a situation in which you are likely to find yourself at one time or another.

Disinterested spouse.
Arguing spouses.
Unruly and disruptive children.
All of the above.

If you know the prospect is meeting with a competitor who is likely to make critical comments about you or your company, it is best to:

Give like for like. You can’t allow the unethical competitor to go unscathed.
Just ignore any criticism you hear or suspect and stick to your memorized script.
Leave land mines behind as you perform a professional needs analysis and make sound recommendations based on your findings.
None of the above.

If you arrive at a scheduled appointment to find that the homeowner has only twenty five minutes for you, and you can not reschedule, you should:

Do only the necessary test and be very direct with questions to best determine the client’s needs.
Rush through the presentation, skip the sink tests, and go straight to the close.
Do part of the presentation as time allows, then make arrangements to come back a 2nd time to complete the presentation and close the sale.
Just cancel the appointment, since the homeowner obviously is not very interested.

The most common cause of an unsuccessful home show is:

Attempting to sell equipment rather than information.
Prospects distracted by all the activities at the show.
Other water treatment companies displaying at the same show.
All of the above.

Which of the following shows, if worked correctly, are likely to provide qualified leads?

Home and Garden, and Home Improvement shows.
Health and Fitness shows.
Builder shows.
All of the above.

Which of the following is an effective giveaway strategy?

Make your items inexpensive like a pen or a letter opener.
Hold a drawing for a TV or an iPod to generate leads.
Only give away something to people that set appointments.
If a give-away is used, make the item relevant to the water treatment industry.

An advantage of offering the tea test at home shows is:

It helps the prospect understand the advantages of softened water.
It demonstrates that the prospect will spend less money on soap and cleaning products with soft water, unlike hard water.
It demonstrates the difference between bottled water and R.O. water.
It holds the prospect's attention long enough to allow you to gather needed qualifying information.

Moti-Vitality

Flowing To Success Quiz

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