Answer Happy

7. Effective Qualifying of Prospects requires that: (Select the Correct Answer) a. You ask questions b. You do your research c. You do Not assume or jump to conclusions d. All of the Above (Note: Always attempt to Disqualify to support effective use of time and resources) 8. The Six Steps of the Sale are as follows: (True or False) Step 1 - Pre-Call Planning Step 2 - Open the Call or Introduction Step 3 - Discovery Step 4 Presentation Negotiation Step 5 Step 6 - Close 9. Pre - Call Planning: (Match the Phase with the Action) Phase 1 a. Know your products & services b. Know/Develop your S.M.A.R.T. Objective c. Research the Company d. Know your competition Phase 2 Phase 3 Phase 4 10. The acronym S.M.A.R.T. is: (Select the Correct Answer) a. Sensible, Metric, Accurate, Realistic, Timely b. Specific, Measurable, Attainable, Results Oriented, Time Bound c. Selected, Meaningful, Active, Required, Tested d. Sequential, Methodical, Accelerated, Reasonable, Time Focused 11. Build rapport by demonstrating interest, creating trust and building a level of comfort. (True or False) 12. Building Trust and Credibility: (Select the Correct Answer) a. Listening - 60%, Asking - 20%, Informing - 20% b. Listening - 40%, Asking - 50%, Informing - 10% c. Listening - 30%, Asking - 30%, Informing - 40% d. Listening - 50%, Asking - 40%, Informing - 10% 13. The Four P's of Effective Questioning: (Select the Correct Answer) a. Big Picture, Problem, Priority, Pay-off b. Prospecting, Proposal, Presentation, Post-Call c. Preparing, Positioning, Pinpointing, Piloting d. None of the Above 14. The 5W's and H, (Who, What, Where, Why, When and How) initiate Closed Probes which are used to uncover needed customer information. (True or False)