1. Before I approach a prospect to set an appointment, I ensure:

I have Googled/database checked the prospect

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Asked colleagues what they know about the prospect

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Done a little research on the prospect

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Looked up the prospect in the Yellow pages

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2. To be a successful salesperson, I need:

A positive attitude and enthusiasm

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Product Knowledge

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High level of integrity

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Ability to analyse and empathise

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3. All good sales people communicate. What are the key elements to communication?

Knowing how to talk effectively

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Understanding the differences in people

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Being able to listen effectively

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Creating a relaxed atmosphere

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4. The art of making appointments is:

The volume of calls made

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Getting past the screen (P.A., secretary etc)

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Knowing the time to call people

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Reading a prepared script

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5. First impressions count, therefore we need to:

Arrive ahead of time

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Look relaxed and casual

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Dress smartly and professionally

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Have an in-depth knowledge of the prospect

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6. We begin the meeting by:

Talking about our company and our products

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Giving an overview of ourselves and our background

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Asking lots of questions

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Discussing the latest news and weather

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7. When I ask questions of a prospect, my method is:

To ask lots of 'why' questions

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Ask permission to make notes

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Use a written checklist

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Explain to the prospect why I am asking questions

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8. Making an effective presentation requires that I have:

Lots of product knowledge

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The ability to use humour and enthusiasm

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A presentation folder or laptop presentation

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Understanding of the prospect's situation

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9. I handle objections by:

Asking the client why they have the objection

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Ignoring the objection and carrying on with the presentation

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Clarifying if the objection is true or false

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Overcome the objection through features and benefits

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10. Negotiating with a client is about:

Getting the best deal for our company

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Winning the battle and not backing down

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Giving the prospect what they want to get the order

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Creating a situation where both sides believe it's a win-win

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11. When I have completed the sale I:

Push on quickly to the next prospect

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Relax and reflect on a good sale

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Complete the paperwork and add a new client to the database

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Put a follow up appointment in my diary

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12. The best method of getting new prospects is:

Advertising special offers

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Direct marketing letters/mail drops

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Seeking referrals

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Cold calling by phone or in person

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13. The reason I have completed this profile is:

Curiosity

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My manager asked me to

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I want to improve my sales skills

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Not sure

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