<%@ ENABLESESSIONSTATE = False Language = "VBScript" %> <% Dim c, ctmp, k, ktmp, cAnsTotal, cQuesTotal, cScore Dim EmailUser, EmailBody Dim kName, kTitle, kComp, kPhone, kComment Dim QuizAns(25) ' The following variables define your quiz. You will redefine the ' variables for each quiz. Be sure to rename this file to represent ' the quiz name! Const ThisPageName = "ClosingQuiz.asp" 'change this to be the same name as this page is named Const EmailAdmin = "penoyercom@comcast.net" 'change this to be the email receiver(you) Const EmailSubject = "Ultimate Closing Quiz" 'change this to be the email subject Dim Quiz(25,8) For c = 1 to 25 Quiz(c,1)="" Quiz(c,2)="" Quiz(c,3)="" Quiz(c,4)="" Quiz(c,5)="" Quiz(c,6)="" Quiz(c,7)="" QuizAns(c)="" Next ' This is the Q&A array. It is a 2 dimensional array. ' The first dimension differentiates the 25 potential questions ' and answers. The second dimension represents the actual question text(1), ' answer text(2-6), the number of the correct answer(7), and the explanation(8). ' Don't forget the quotes at the beginning and end of the! ' If you use quotes inside the text, double the quotes like "". 'Question 1: Quiz(1,1) = "What kinds of statements by the prospect must always be closed?" 'Available answers for Q1:" Quiz(1,2) = "Don't know." Quiz(1,3) = "Objections." Quiz(1,4) = "Buying statements" Quiz(1,5) = "Both of the above." 'Correct answer# for Q1: Quiz(1,7) = "5" Quiz(1,8) = "If the buyer has makes a buying statement, you must close. A buying statement is one that indicates a readiness to act. - I need a widget. - or - This sounds like exactly what I need. - Additionally, objections must be closed by verifying that the prospect has accepted the answer given. This must be done BEFORE moving on." 'Question 2: Quiz(2,1) = "Name the primary thing or things that must be done before closing?" 'Available answers for Q2:" Quiz(2,2) = "Don't know." Quiz(2,3) = "You have made a complete presentation." Quiz(2,4) = "Have the prospect's needs and all critical questions and objections handled." Quiz(2,5) = "Have the best price offer you can make already figured out." 'Correct answer# for Q2: Quiz(2,7) = "4" Quiz(2,8) = "If you don't know what the customer wants (their needs) or you have unanswered questions or objections, you will not be able to close. Making a complete presentation isn't always necessary - sometimes it means you're just talking too much. Since you would never start with your best price offer this isn't necessary either." 'Question 3: Quiz(3,1) = "When answering a critical objection to your closing question, what is key about your presentation of the answer?" 'Available answers for Q3:" Quiz(3,2) = "Don't know." Quiz(3,3) = "That you have a great answer." Quiz(3,4) = "That you show lots of benefits in your answer." Quiz(3,5) = "That its delivered with equal or more enthusiasm than your preceding presentation." Quiz(3,6) = "That the answer is very detailed and complete." 'Correct answer# for Q3: Quiz(3,7) = "5" Quiz(3,8) = "You must increase, NOT decrease, your energy and enthusiasm. If you let your tone down the customer will think you cannot answer the objection satisfactorily and you will greatly diminish your chances of success. You won't always have a great answer - and you will usually have to compromise in your offer somewhere. Benefits in the answer are nice but should already be on the table at this point, delivery is much more critical." 'Question 4: Quiz(4,1) = "If the sale cannot be closed on the current call, what must be done?" 'Available answers for Q4:" Quiz(4,2) = "Don't know." Quiz(4,3) = "You must close a clear next step." Quiz(4,4) = "You should make sure the customer will call you when they decide." Quiz(4,5) = "You should try to close a smaller sale instead." Quiz(4,6) = "You should tell the prospect how much he or she will lose by waiting." 'Correct answer# for Q4: Quiz(4,7) = "3" Quiz(4,8) = "It is critical that you close each call with a next step -- even if it isn't an order. This is the only way to control the sales cycle properly. Customers don't (and usually won't) call you back - depending on this will loose you lots of business. Trying to close a smaller order can be a distraction and often removes the value you should be offering." 'Question 5: Quiz(5,1) = "What is the proper attitude from which to close (What should your attitude be)?" 'Available answers for Q5:" Quiz(5,2) = "Don't know." Quiz(5,3) = "You should be in a good mood." Quiz(5,4) = "You should be very serious." Quiz(5,5) = "You should be assumptive in your proposition." Quiz(5,6) = "You should be very soft and cooperative." 'Correct answer# for Q5: Quiz(5,7) = "5" Quiz(5,8) = "Whenever you ask a closing question you must be and act assumptive, as if you know the prospect will be positive about your offer! Being in a good mood is useful and being serious would depend on what is taking place in the call, but neither is as important as your confidence an assumptive posture." 'Question 6: Quiz(6,1) = "After asking the closing question what must you do?" 'Available answers for Q6:" Quiz(6,2) = "Don't know." Quiz(6,3) = "You must shut up until the prospect answers." Quiz(6,4) = "Make sure the prospect doesn't have any questions." Quiz(6,5) = "Show the prospect the real value in your proposal." Quiz(6,6) = "Make sure you convince them to buy." 'Correct answer# for Q6: Quiz(6,7) = "3" Quiz(6,8) = "Whenever you ask a closing question you must let the prospect answer uninterrupted. It's too late for other questions and trying to present real value, those should have already been presented or you shouldn't be asking for the order at this time." 'Question 7: Quiz(7,1) = "Why is the above absolutely true?" 'Available answers for Q7:" Quiz(7,2) = "Don't know." Quiz(7,3) = "It is just polite to let someone answer the question you asked." Quiz(7,4) = "Anything said at this point would be a waste of time." Quiz(7,5) = "Anything you say removes the question from the table." Quiz(7,6) = "Because the prospect won't believe you if you interrupt." 'Correct answer# for Q7: Quiz(7,7) = "5" Quiz(7,8) = "Once you say anything, the closing question is no longer the topic for discussion! Thus, the prospect is not obligated to answer yes or no. It isn't important, although true, that it's polite or a waste of time - it's important that the question stay on the table until it's answered by the prospect." 'Question 8: Quiz(8,1) = "Why is an alternate choice close powerful?" 'Available answers for Q8:" Quiz(8,2) = "Don't know." Quiz(8,3) = "Giving two positives makes a negative answer more difficult." Quiz(8,4) = "You should always give the prospect as many options as possible." Quiz(8,5) = "The more choices you give, the better your chances of winning." 'Correct answer# for Q8: Quiz(8,7) = "3" Quiz(8,8) = "The alternate choice is powerful because it makes a negative answer hard to give without a good explanation. This helps you close. The number of choices isn't critical, and you could actually give too many, making your offer confusing." 'Question 9: Quiz(9,1) = "Why would you use a minor decision close?" 'Available answers for Q9:" Quiz(9,2) = "Don't know." Quiz(9,3) = "To make sure there is agreement on minor issues." Quiz(9,4) = "It is psychologically less intimidating." Quiz(9,5) = "Minor decisions are easier to close." 'Correct answer# for Q9: Quiz(9,7) = "4" Quiz(9,8) = "Minor decision closes ask the buyer to decide on a minor part of the sale, such as the shipping or payment terms. This is usually much less intimidating for the buyer, especially when it's a large purchase. Decisions on minor items are easier to close, and you do need agreement. But that is not the key to using this close." 'Question 10: Quiz(10,1) = "What is the purpose of a trial close?" 'Available answers for Q10:" Quiz(10,2) = "Don't know." Quiz(10,3) = "To see if you can get an order." Quiz(10,4) = "To prepare the prospect for tougher closes later." Quiz(10,5) = "To find out where the prospect stands." 'Correct answer# for Q10: Quiz(10,7) = "5" Quiz(10,8) = "Trial closes help you address the correct issues. By trial closing you find out what questions and objections the prospect has. Then you can address them. Sure, it would be nice to get the order quickly, but that's a long shot, and preparing the prospect for the tough questions is the job of your presentation not your trail close." 'Question 11: ' etc, etc for each question '----------------------end of questions 'Populate answer array: For c = 1 to 25 QuizAns(c) = Request.Form("Q" & CStr(c)) Next %> The Ultimate Closing Quiz, a fun way to learn.
 
 
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<% 'Section picker ' If there are any answers submitted then we go to section 2 ' Otherwise.... If QuizAns(1) = "" then %>
About this Quiz
This quiz asks a number of questions about closing in sales. Your score is a reflection of your knowledge of sales management best practices. the quiz may or may not be a true reflection of your performance, but it is our experience that sound knowledge of selling best practices more often than not produces better results.

The quiz is educational in that your results will be annotated explaining the correct answers. However, the quiz is also an excellent evaluation tool for those wishing to determine potential for improvement.


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The Quiz
Please select the answer you feel is the very best or most important for the situation.

    <% For c = 1 to 25 If Quiz(c,1) > "" then %>

    <% =Quiz(c,1) %>

    <% End If Next %> Comments or questions about the quiz.



    Press this button to SUBMIT your quiz answers.
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    Press this button to CLEAR and start over


    <% 'Section 2 ' this section is displayed to display test results, and also to send email Else 'First, calculate score... cAnsTotal = 0: cQuesTotal = 0 For c = 1 to 25 If Quiz(c,1) > "" Then cQuesTotal = cQuesTotal + 1 'question count If QuizAns(c) = Quiz(c,7) then cAnsTotal = cAnsTotal + 1 'correct answer count End If End If Next cScore = CInt((cAnsTotal/cQuesTotal) * 100) k = CStr(cScore) & "% - " If cScore < 40 then k = k & "Nice try!" ElseIf cScore < 60 then k = k & "Average." ElseIf cScore < 70 then k = k & "Good." ElseIf cScore < 80 then k = k & "Very Good." Else k = k & "Excellent!" End If %>

    THE ULTIMATE CLOSING QUIZ
    Thank you for taking our quiz.

    We hope that you found this experience valuable to to your selling or management efforts.

    Please tell your friends and associates about the quiz and our website. Although the site’s primary purpose is to help us get more clients, we truly want to provide valuable information and education that will help everyone achieve their selling and management goals.

    INSTRUCTIONS FOR GETTING THE MOST OUT OF YOUR QUIZ

    Below you will find all the quiz questions, your answers, (Correct answers are noted. Incorrect answers in RED.) and an explanation for the correct answer.

    The average score for our quizzes is 40%. Your score is a reflection of your knowledge of selling best practices. It is possible that your score is not a true reflection of your performance, but it is our experience that sound knowledge of selling best practices more often than not produces better results.

    If you would like additional help or recommendations to improve your knowledge or skills, please use the email link at the bottom of the page to drop us a line with a note as to your specific questions. Use a subject line that says "Recommendations" and I will be happy to make some suggestions for you.

    YOUR QUIZ RESULTS: SCORE: <% =k %>

    <% 'capture form variables... kName = Request.Form("name") kTitle = Request.Form("title") kComp = Request.Form("company") kPhone = Request.Form("phone") EmailUser = Request.Form("Email") kComment = Request.Form("comment") '---start assembling the Email body----- If kName = "" then kName = "(No name provided)" EmailBody = kName & ", " & EmailUser & vbcrlf EmailBody = EmailBody & kTitle & vbcrlf EmailBody = EmailBody & kCompany & vbcrlf If kPhone > "" then EmailBody = EmailBody & "I want info: " & kPhone & vbcrlf End If EmailBody = EmailBody & vbcrlf & "THE ULTIMATE CLOSING QUIZ" & vbcrlf & vbcrlf EmailBody = EmailBody & "QUIZ RESULTS FOR " & UCASE(kName) & ":" & vbcrlf EmailBody = EmailBody & "SCORE: " & CStr(cScore) & "%" & vbcrlf & vbcrlf '----end email body------- 'question review... For c = 1 to 25 k = "" If Quiz(c,1) > "" then k = "QUESTION " & Quiz(c,1) EmailBody = EmailBody & k & vbcrlf %>

    <% =k %>
    <% 'select text and text color... If QuizAns(c) = Quiz(c,7) then k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & " You Are Correct!" Else k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & "
    " k = k & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) End If Response.Write (k) EmailBody = EmailBody & "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & vbcrlf EmailBody = EmailBody & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) & vbcrlf %>
    EXPLANATION: <% =Quiz(c,8) %>

    <% EmailBody = EmailBody & "EXPLANATION: " & Quiz(c,8) & vbcrlf & vbcrlf End If Next '----------end of question review If kComment > "" then EmailBody = EmailBody & "User Comment: " & kComment & vbcrlf End If %>

    ****THANKS AGAIN FOR PLAYING!****

    Was the quiz a valuable experience? Please tell us. E-mail: Info@penoyer.com


    <% 'Email sender... If EmailUser > "" then Dim objMail Set objMail = CreateObject("CDO.Message") objMail.Subject = EmailSubject objMail.From = EmailUser objMail.To = EmailAdmin objMail.TextBody = EmailBody objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/sendusing") =2 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserver") ="relay-hosting.secureserver.net" objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserverport") =25 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpauthenticate") =1 objMail.Configuration.Fields.Update objMail.Send Set objMail = Nothing End If End If %>
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