Tags |
|
|
Links |
|
|
Digg It - Why Not Take The Sales Quiz To see How You Are Doing?
Sales Quiz
Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff w
Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff w
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
ith you. Please give me a call if you would like the answers to this quiz.
Other quizzes are also available on the following topics: Customer Service , Relationships, Management, Happiness, Success, Motivation
See the end of this quiz for the answers.
1. One of the biggest mistakes salespeople make is________________________________________
2. Attitude is important in sales because_____________________________________________
Other quizzes are also available on the following topics: Customer Service , Relationships, Management, Happiness, Success, Motivation
See the end of this quiz for the answers.
1. One of the biggest mistakes salespeople make is________________________________________
2. Attitude is important in sales because_____________________________________________
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
____
3. Product features are_______________________________________________________________
4. Product customer benefits are_______________________________________________________
5. The close of the sale is____________________________________________________________
6. Sales objections are_______________________________________________________________
7. One of the most important sales skills is the ability to______________
3. Product features are_______________________________________________________________
4. Product customer benefits are_______________________________________________________
5. The close of the sale is____________________________________________________________
6. Sales objections are_______________________________________________________________
7. One of the most important sales skills is the ability to______________
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
_____________________
8. The number one cause of failure in sales is_____________________________________________
9. Rank the following in order of importance as they relate to sales success:
-Product knowledge
-Sales skills
-Attitude management
-People skills
-Prospect qualifying
-Closing techniques
-Presentation skills
10. People buy what they____________________________________________________________
11. People buy
8. The number one cause of failure in sales is_____________________________________________
9. Rank the following in order of importance as they relate to sales success:
-Product knowledge
-Sales skills
-Attitude management
-People skills
-Prospect qualifying
-Closing techniques
-Presentation skills
10. People buy what they____________________________________________________________
11. People buy
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
________________________and then justify their decision ____________________
12. Your prospect will tell you what you________________________________________________
13. Rank the following in terms of most prospects concerns:
-price
-quality
-service
-convenience
-good terms
-organization reputation
-product reliability
14. The close of the sale should start____________________________________________________
15. Peop
12. Your prospect will tell you what you________________________________________________
13. Rank the following in terms of most prospects concerns:
-price
-quality
-service
-convenience
-good terms
-organization reputation
-product reliability
14. The close of the sale should start____________________________________________________
15. Peop
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
le like to buy but don’t like____________________________________________________
16. Your best source of new business is_________________________________________________
17. The value of testimonials and references is____________________________________________
18. You (can’t can) sell something you don’t believe in.
19. When is the best time to ask a customer for a referral___________________________________
20. If you hav
16. Your best source of new business is_________________________________________________
17. The value of testimonials and references is____________________________________________
18. You (can’t can) sell something you don’t believe in.
19. When is the best time to ask a customer for a referral___________________________________
20. If you hav
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
a good product it will sell itself. True/False
21. The objection you will have the greatest difficulty overcoming is__________________________
22. You shouldn’t ask for the order until you have covered all of the product features True/False
23. Selling is an event not a process. True/False
24. After sales service can increase customer loyalty True/False
25. It is harder to sell on the telephone than in a personal sales c
21. The objection you will have the greatest difficulty overcoming is__________________________
22. You shouldn’t ask for the order until you have covered all of the product features True/False
23. Selling is an event not a process. True/False
24. After sales service can increase customer loyalty True/False
25. It is harder to sell on the telephone than in a personal sales c
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
all True/False
26. Verbal messages are more accurate than non-verbal signals______________________________
27. The most important element of the sales process is:_____________________________________
28. Once you have lost business it is difficult to regain it: True/False.
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making
26. Verbal messages are more accurate than non-verbal signals______________________________
27. The most important element of the sales process is:_____________________________________
28. Once you have lost business it is difficult to regain it: True/False.
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
it: Easier/Harder to sell?
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are wor
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are wor
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
h your time. True/False.
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by_____________
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by_____________
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
___________________________
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of sma
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of sma
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ll-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
>
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losing a lot of business.
30 or less correct answers……You need help big-time – call me today.
Correct Answers: Sales Quiz
Keep in mind that the answers to several of the questions are subjective. In many ca
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losing a lot of business.
30 or less correct answers……You need help big-time – call me today.
Correct Answers: Sales Quiz
Keep in mind that the answers to several of the questions are subjective. In many ca
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ses there is no right or wrong answer only - a best or better answer. This quiz is not designed to give you an in-depth explanation for each answer but rather to stimulate your thinking. With this in mind let’s take a look at what I believe - after over 40 years of selling and teaching people to sell worldwide – what some of the best answers are.
1. They talk too much. They give information before they get it.
1. They talk too much. They give information before they get it.
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
2. It impacts every aspect of the sales process and sales relationship.
3. Characteristics or traits of a product or service.
4. What the features do for the customer.
5. The beginning of the customer relationship.
6. Positive necessary sales signals.
7. Read people, listen and ask good questions.
8. The fear of rejection. 9.
1- Atti
3. Characteristics or traits of a product or service.
4. What the features do for the customer.
5. The beginning of the customer relationship.
6. Positive necessary sales signals.
7. Read people, listen and ask good questions.
8. The fear of rejection. 9.
1- Atti
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ude management.
2. People skills.
3. Prospect qualifying.
4. Sales Skills.
5. Presentation skills.
6. Product knowledge.
7. Closing techniques.
10. Want, need, like, desire, can afford, will benefit from.
11. Emotionally / / / / / Logically.
12. You need to tell them to sell them.
13.
1. Service.
2. Quality.
3. Convenience.
4. Good terms.
5. Product/service reliability.
6. Organization reputatio
2. People skills.
3. Prospect qualifying.
4. Sales Skills.
5. Presentation skills.
6. Product knowledge.
7. Closing techniques.
10. Want, need, like, desire, can afford, will benefit from.
11. Emotionally / / / / / Logically.
12. You need to tell them to sell them.
13.
1. Service.
2. Quality.
3. Convenience.
4. Good terms.
5. Product/service reliability.
6. Organization reputatio
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
n.
7. Price.
14. From a sales attitude standpoint: the beginning of the sales process. From a skill or strategic standpoint: when the prospect is ready to buy.
15. Being sold to.
16. Your current customer base. Next - past customers. Next - Referrals.
17. They give you credibility and reduce buyer fears and mistrust.
18. Can (but not much and for long)
19. All the time.
20. It depends on how b
7. Price.
14. From a sales attitude standpoint: the beginning of the sales process. From a skill or strategic standpoint: when the prospect is ready to buy.
15. Being sold to.
16. Your current customer base. Next - past customers. Next - Referrals.
17. They give you credibility and reduce buyer fears and mistrust.
18. Can (but not much and for long)
19. All the time.
20. It depends on how b
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
adly the customer perceives of his or her need. Many times poor salespeople
are able with the help of good prospects to make up for poor sales ability.
21. The one that is the most consistent with your own values or beliefs.
22. False.
23. False.
24. True.
25. False.
26. False.
27. Getting accurate information early in the sales process.
28. False.
29. False.
30. Least.
31
21. The one that is the most consistent with your own values or beliefs.
22. False.
23. False.
24. True.
25. False.
26. False.
27. Getting accurate information early in the sales process.
28. False.
29. False.
30. Least.
31
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
True and False. It depends on a number of factors.
32. False.
33. False.
34. False.
35. False.
36. False.
37. It depends on a number of factors.
38. Trust.
39. They help you see where improvement will be helpful or necessary to achieve greater sales success.
40. Can I trust you and believe you. Are you looking out for my best interests or your own.
41. Being a better on-goin
32. False.
33. False.
34. False.
35. False.
36. False.
37. It depends on a number of factors.
38. Trust.
39. They help you see where improvement will be helpful or necessary to achieve greater sales success.
40. Can I trust you and believe you. Are you looking out for my best interests or your own.
41. Being a better on-goin
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
g resource for your customers.
42. False.
43. It helps you spend time with only the best prospects.
44. It depends.
45. The prospect’s office.
46. False.
47. Raise the perceived value.
48. True.
49. The ability to ask well thought out, timely, and intelligent questions and then listen.
50. True.
Tim Connor, CSP
704-895-1230
704-895-1231 Fax
tim@timconnor.com - Emai
42. False.
43. It helps you spend time with only the best prospects.
44. It depends.
45. The prospect’s office.
46. False.
47. Raise the perceived value.
48. True.
49. The ability to ask well thought out, timely, and intelligent questions and then listen.
50. True.
Tim Connor, CSP
704-895-1230
704-895-1231 Fax
tim@timconnor.com - Emai
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/38486/diggit-Why-Not-Take-The-Sales-Quiz-To-see-How-You-Are-Doing.html">Why Not Take The Sales Quiz To see How You Are Doing?</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/38486/diggit-Why-Not-Take-The-Sales-Quiz-To-see-How-You-Are-Doing.html]Why Not Take The Sales Quiz To see How You Are Doing?[/url]
Related Articles:
The Smart Way To Strike Gold With Metal Detectors
3 Mistakes That Prevent Effective Meetings
7 Rules to Follow When Dealing With Questions
Bookmark it:
|