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The LOC training - PRE TEST

* 1. Please write your name and surname here:
* 2. Which Opening of the sales call does contain all necessary elements?
My goal for this call is to understand all changes and your expectations. What can I do for you to improve our service and positively influence further cooperation?
I would like to take some time to understand what medical solutions are important to you, what equipment / products / services do you currently have. Thanks to this we will be able to adjust the offer to current needs. Is there any specific issue you would like to discuss today? Does that work for you?
Is there any specific issue you would like to discuss today? How can I help you? How much time do we have for today?
I would like to take some time to understand what medical solutions are important to you, what equipment / products / services do you currently have. Thanks to this I will be able to propose the best cost saving solutions. What do you think about this?
* 3. During the needs supporting stage - the best product presentation contains:
All important characteristics and features
All important features and benefits
Features, advantages and benefits which are linked with customers’ needs
Characteristics and features that are linked with customers’ problems
Characteristics and features that are linked with customer’s needs
* 4. Benefits are:
Statements describing product characteristics and facts.
Statements describing product features and sales person opinions.
Descriptors showing product advantages.
Statements explaining how a product or service can answer customers’ needs (why it is important, what they will gain from this solution).
* 5. Which point describes product benefits?
This product has an odour neutralizer that can reduce any unpleasant smells.
Less effort - no need to change the products too often.
Product can be adjusted a few times securing a perfect fit.
Cost save - less products used.
* 6. Which Closing statement contains all the important elements?
Closing statement which contains: the summary of the most important benefits discussed during the call; next steps for you and for the customer; checking for acceptance.
Closing statement which contains: an action plan; next steps for you and for the customer; checking for acceptance.
Closing statement which contains: the summary of all advantages discussed during the call; next steps for you; checking for acceptance.
Closing statement which contains: the summary the most important benefits discussed during the call and an action plan.
* 7. When can we start products presentation?
Immediately after Opening the call.
Immediately after asking questions about the general situation.
After understanding customers’ needs.
After understanding customers’ problems.
* 8. What does it mean that sales are transformative?
answer required
That the sales representative reached his/her goals during the sales call.
That we won the negotiation process.
That we are ready to start each meeting from persuasive products presentation.
That we build long-term, loyal relationships with our customers based on mutual needs, understanding and finding win-win solutions.
* 9. How can you explain LOC definition and meaning - please write down your answer.
* 10. Which questions can we use to uncover needs?
How many Inco patients do you have in your pharmacy?
Have you had any new patients this week?
What is the most important thing in gaining new patients?
What difficulties do you have with your competitors?
* 11. What 8 kinds of questions do you know from the E-learning?
* 12. What kinds of questions give us a bigger perspective about possible problems to which we can respond to, by proposing our support / products?
Do you order our products from the local wholesaler?
What kinds of challenges do you have in your local market?
What is the biggest issue in space management at your pharmacy?
Do you have patients for light Inco products?
* 13. Let’s imagine that a sales representative asks only situational questions during a call. What might be the customer’s perception or feeling of this situation?
“I am being investigated”.
“The sales representative has got some hidden agenda”.
“Where are we going in this conversation?”
“Again the same questions asked by a different sales representative”.
* 14. Describe a minimum of 4 listening barriers
* 15. Active listening gives us the possibility:
to find agreement with the client
to achieve mainly my business goals
to present all features of our products
to diagnose difficulties to which we can respond to, by proposing our solutions
to establish understanding, trustful relationship with our customer
* 16. Please choose the correct definition for mirror listening:
Putting the client’s words into my words which do not change the meaning.
Synthesizing the client’s words into a series of “Bullet Points”.
Expressing the essence of what has been said and adding question to confirm understanding.
Playing back the words of the client – word for word
* 17. When do we use active listening techniques?
Only when we use probing questions
At each stage of the sales call
Only during offer presentation
Only during handling objections
* 18. SMART means:
SPECIFIC, MEASURABLE, AMBITIOUS, REALISTIC, TRUSTABLE
SPECIFIC, MEASURABLE, ACHIEVABLE or AMBITIOUS, RELEVANT or REALISTIC, TIME BOUND
SMART, MINDSET CHANGE, AMBITIOUS, RELEVANT, TIME BOUND
SUPER, MEASURABLE, AMBITIOUS, REALISTIC, TRUST
* 19. Is this a correct SMART goal example?
INCREASE SALES FOR LIBRESSE BY 25% DEADLINE IS end of the year.
Yes
No
No, this goal does not have the “T” element
No, This goal does not have the “M” element
* 20. Is this a correct SMART goal example?
CREATE A DESIGNATED INCO CATEGORY SOLUTION WITHIN THE PHARMACY
Yes
No
No, this goal does not have the “T” element
No, this goal does not have the “M” element
21. Your comments:


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