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.

Memory

Test Questions

1. The customer remembers as much as you do.  True    False

2. The customer will automatically shut you down.   True    False

3. Customers do not have time to:

A. Take your call

B. Listen to rebuttals

C. Remember your conversation with them from the previous call 1 month ago.

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...Talk Radio

Test Questions

1. Talk radio is not a hot format.  True   False

2. Talk radio listeners skip channels when commercials are aired.  True    False

3. Talk radio is specific programing so the listenership is:

A. Old

B. Young

C. Loyal

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