{"id":367,"date":"2022-02-02T18:21:10","date_gmt":"2022-02-02T23:21:10","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=367"},"modified":"2022-03-30T16:14:51","modified_gmt":"2022-03-30T20:14:51","slug":"test-your-knowledge-9","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/test-your-knowledge-9\/","title":{"raw":"Test Your Knowledge","rendered":"Test Your Knowledge"},"content":{"raw":"
    \r\n \t
  1. Name the 6 C\u2019s of sales approach.<\/li>\r\n \t
  2. Identify one way of demonstrating active listening<\/li>\r\n \t
  3. What is the 70\/30 rule of active listening?<\/li>\r\n \t
  4. What is an elevator pitch and why it is important in a sales approach?<\/li>\r\n \t
  5. What are the main approaches to use in a sales presentation?<\/li>\r\n \t
  6. Describe an effective email approach.<\/li>\r\n \t
  7. List opening lines you should avoid in a sales approach.<\/li>\r\n \t
  8. What is a gatekeeper?<\/li>\r\n<\/ol>\r\n

    Answers<\/h1>\r\n
      \r\n \t
    1. Confidence, collaboration, communication,<\/li>\r\n \t
    2. Eye contact, lean forward, take notes, and repeat key points to check for understanding.<\/li>\r\n \t
    3. You should be listening 70 percent of the time and asking questions 30 percent of the time to engage the prospect.<\/li>\r\n \t
    4. An elevator pitch is a concise description of a product, service, project, or person that should take no longer than the average elevator ride. It\u2019s an important part of the sales approach because it is a good way to give your prospect an overview and get conversation started.<\/li>\r\n \t
    5. Question, product, referral, customer benefit, survey, agenda and premium.<\/li>\r\n \t
    6. Personalized e-mails that address a prospect\u2019s needs can be very effective. An e-mail should be well written and interesting to read and include proper spelling and grammar.<\/li>\r\n \t
    7. \u201cWould you be interested in saving money?\u201d; \u201cYou\u2019re probably a busy person, so I promise I\u2019m not about to waste your time\u201d; \u201cI just happened to be in the area visiting another customer so I thought I\u2019d drop by\u201d; and \u201cI\u2019ve heard that you\u2019ve been having trouble in your customer service department.\u201d<\/li>\r\n \t
    8. The secretary or assistant whose job it is to screen calls or \u201cguard\u201d the entrance to an executive\u2019s office. It\u2019s the person you have to do through first before seeing your prospect.<\/li>\r\n<\/ol>","rendered":"
        \n
      1. Name the 6 C\u2019s of sales approach.<\/li>\n
      2. Identify one way of demonstrating active listening<\/li>\n
      3. What is the 70\/30 rule of active listening?<\/li>\n
      4. What is an elevator pitch and why it is important in a sales approach?<\/li>\n
      5. What are the main approaches to use in a sales presentation?<\/li>\n
      6. Describe an effective email approach.<\/li>\n
      7. List opening lines you should avoid in a sales approach.<\/li>\n
      8. What is a gatekeeper?<\/li>\n<\/ol>\n

        Answers<\/h1>\n
          \n
        1. Confidence, collaboration, communication,<\/li>\n
        2. Eye contact, lean forward, take notes, and repeat key points to check for understanding.<\/li>\n
        3. You should be listening 70 percent of the time and asking questions 30 percent of the time to engage the prospect.<\/li>\n
        4. An elevator pitch is a concise description of a product, service, project, or person that should take no longer than the average elevator ride. It\u2019s an important part of the sales approach because it is a good way to give your prospect an overview and get conversation started.<\/li>\n
        5. Question, product, referral, customer benefit, survey, agenda and premium.<\/li>\n
        6. Personalized e-mails that address a prospect\u2019s needs can be very effective. An e-mail should be well written and interesting to read and include proper spelling and grammar.<\/li>\n
        7. \u201cWould you be interested in saving money?\u201d; \u201cYou\u2019re probably a busy person, so I promise I\u2019m not about to waste your time\u201d; \u201cI just happened to be in the area visiting another customer so I thought I\u2019d drop by\u201d; and \u201cI\u2019ve heard that you\u2019ve been having trouble in your customer service department.\u201d<\/li>\n
        8. The secretary or assistant whose job it is to screen calls or \u201cguard\u201d the entrance to an executive\u2019s office. It\u2019s the person you have to do through first before seeing your prospect.<\/li>\n<\/ol>\n","protected":false},"author":284,"menu_order":7,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-367","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":186,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/367","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":2,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/367\/revisions"}],"predecessor-version":[{"id":479,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/367\/revisions\/479"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/186"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/367\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=367"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=367"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=367"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=367"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}