636 S River Rd
Suite 200-206
Des Plaines, IL 60016
ph: 866-499-8810
Feeling Stale?
Test Questions
1. The presentation needs sincerity and animation. True False
2. No matter how good you become, you will eventually need to get your presentation fresh. True False
3. The best way to get fresh if you are feeling stale is to:
A. Switch Markets
B. Change campaigns
C. Call cold
U/A Mentality
Test Questions
1. You have nothing to lose calling an unassigned account. True False
2. The main focus on an unassigned account is to get that account in your data base. True False
3. Calling unassigned accounts should be less pressure because:
A. It is not your account so you can not make any mistakes
B. The account is not a cold call
C. The account will be reprinted
Avoiding the Drop
Test Questions
1. You should always avoid dropping an account. True False
2. You need to keep the customer in the "yes" pattern of buying. True False
3. Dropping a $1500 account down to a P-3 is:
A. Better than getting the customer in a "no" buying habit
B. Not acceptable
C. Only Ok if it is not your account.
Last Time We Spoke....
Test Questions
1. This lesson is about introduction on accounts that have passed the last offer or offers. True False
2. Accounts that have passed before are unsellable True False
3. The above statement works because:
A. I said so
B. It appeals to every client
C. It reminds the customer they politely passed but said you could keep them in mind and lowers their defenses.
PreJudging Again...
Test Questions
1. Prejudging accounts means trying to determine the outcome of a call without actually making the call. True False
2. Prejudging accounts shows a confidence issue within the sales rep. True False
3. Stop prejudging and just:
A. Dial
B. Complain
C. Ask someone else where to call
Sense Of Urgency
Test Questions
1. Creating a sense of urgency will create emotion in the customer causing them to act. True False
2. This sale is an impluse buy. True False
3. The tools that you can use to create a sense of urgency would be:
A. Time of year, tone of voice, and current events
B. Leads, spot sheets, and proper notes
C. Statistical information
Station Format...Country Music
Test Questions
1. Country music stations are the least popular stations in the United States. True False
2. Country music formatting is a good format for these programs because of its large parent listenership. True False
3. Country music formatting is:
A. The least listened to type of station
B. Only for older people
C. The most popular and listened to station in the U.S
Station Format...Rock & Roll
Test Questions
1. Rock and Roll stations are for kids. True False
2. Rock and Roll formats are not as good for our campaigns. True False
3. Rock and Roll stations will benefit our campaigns:
A. If people listen
B. If the message is on a drive time
C. Because the vast majority of listeners are parents also.
Station Format Hip Hop, Rap, Heavy Metal, Alternative
Test Questions
1. Heavy metal is not a good format for our campaigns. True False
2. Rap is a format that is going to get the message to the kids...our targeted group. True False
3. If a customer says they do not like the format you should:
A. Remind them that you are not a fan either but this is a great way to reach our children
B. Try to sell them on a different station
C. Ask them why they do not like the format
Station Format AM Radio
Test Questions
1. Am radio has been around for so many years because it is popular. True False
2. Am listeners are very loyal. True False
3. Am radio has benefits because its listeners are:
A. Focused on the programming and tune in regularly
B. Old and have money
C. Love commercials
Copyright 2012 New World Marketing LLC. All rights reserved.
636 S River Rd
Suite 200-206
Des Plaines, IL 60016
ph: 866-499-8810