<%@ 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 = "SalesManagementQuiz.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 Sales Management 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) = "1. Assuming that the goal of your sales group is maximum revenues, what is the most important thing you can do to increase sales?" 'Available answers for Q1:" Quiz(1,2) = "Don't know." Quiz(1,3) = "Provide regular training and coaching to your team." Quiz(1,4) = "Track and manage daily activity levels of the reps." Quiz(1,5) = "Remove from your group the ""non-selling activities.""" Quiz(1,6) = "Provide very high levels of incentives for the team." 'Correct answer# for Q1: Quiz(1,7) = "3" Quiz(1,8) = "Provide regular training to your team will do more for your success than any other thing you can do. Training raises the closing ratio which is the maximum leverage you can obtain. Removing the non selling activities from your team’s plate is also a great idea. Tracking and managing activity levels is good but most often results in low quality activity. Providing a good incentive program is always important, but at some point it will no longer drive increases in sales And you will be surprised at how low that level is." 'Question 2: Quiz(2,1) = "2. What is the most critical skill necessary for a sales manger?" 'Available answers for Q2:" Quiz(2,2) = "Don't Know." Quiz(2,3) = "The ability to communicate effectively." Quiz(2,4) = "The ability to inspire your team." Quiz(2,5) = "The ability to develop sales strategy and tactics." Quiz(2,6) = "The ability to manage your team." 'Correct answer# for Q2: Quiz(2,7) = "4" Quiz(2,8) = "The ability to inspire your team is by far the most important as it gives you the power to get your team working hard. Managing is far over rated as a skill. The manager that leads rarely has to manage. Although communication and development of sales strategy and tactics is a great part of success, they are not a manager’s most powerful tools. Closing business on a regular basis for your team members is far more frequently an error than an asset.." 'Question 3: Quiz(3,1) = "3. Which would you consider the most serious defect of a candidate salesperson?" 'Available answers for Q3:" Quiz(3,2) = "Don't know." Quiz(3,3) = "A lack of experience in your industry." Quiz(3,4) = "A lack of sales experience." Quiz(3,5) = "An arrogant or rebel attitude." Quiz(3,6) = "A salesperson that isn’t studying their craft." 'Correct answer# for Q3: Quiz(3,7) = "6" Quiz(3,8) = "If your goal is a high performance team, the most concerning thing should be someone who is not studying their craft. Someone who is studying sales on their own is definitely motivated and coachable. Although experience is sometimes necessary most managers overate the value of experience. On the other hand, an arrogant and rebel attitude is frequently an asset - typically this personality it attached to a high performer." 'Question 4: Quiz(4,1) = "4. What is the key (primary) trait that should always be present in a sales rep?" 'Available answers for Q4:" Quiz(4,2) = "Don't know." Quiz(4,3) = "Motivation" Quiz(4,4) = "Integrity." Quiz(4,5) = "Enthusiasm." Quiz(4,6) = "Self-reliance." 'Correct answer# for Q4: Quiz(4,7) = "3" Quiz(4,8) = "Motivation is the most important by far. The one thing you can’t do is provide internal motivation - all high performers have it built in. Integrity, enthusiasm, and self-reliance are all good traits but nowhere near the value of a truly self motivated personality." 'Question 5: Quiz(5,1) = "5. What is the biggest defect in most coaching and training?" 'Available answers for Q5:" Quiz(5,2) = "Don't know." Quiz(5,3) = "The material is too simple or basic." Quiz(5,4) = "The instructor’s personality." Quiz(5,5) = "Lack of ""selling"" as a part of the training." Quiz(5,6) = "Salespeople’s laziness." 'Correct answer# for Q5: Quiz(5,7) = "5" Quiz(5,8) = "When studying any subject, the absence of the thing (mass) actually being studied is the most detrimental to leaning. Lack of ""mass"" is very hard on the student. Simple material is probably better in most cases than complex materials as more results come from studying basics than anything else. Instructor personality and salespeople’s laziness are both overcome by a motivated leaner.- and that is who should be on the team." 'Question 6: Quiz(6,1) = "6. As the manager, why should you be reading everything you can find on sales?" 'Available answers for Q6:" Quiz(6,2) = "Don't know." Quiz(6,3) = "The team will do what you do and reading is good." Quiz(6,4) = "To lead you have to know more than your team." Quiz(6,5) = " With the knowledge you will create better strategies." Quiz(6,6) = " You can best help others if you have lots of tools. " 'Correct answer# for Q6: Quiz(6,7) = "6" Quiz(6,8) = "It's always bad to trash the competition directly. It makes you look like a fool and doesn't take you forward in the sale. It's simply better to show why your solution is better by directly addressing the customer's needs." 'Question 7: Quiz(7,1) = "7. From a management standpoint, what is the first thing to do in handling a performance problem?" 'Available answers for Q7:" Quiz(7,2) = "Don't know." Quiz(7,3) = "Determine what they think is lowering their performance." Quiz(7,4) = "Determine the salesperson’s actual level of activity." Quiz(7,5) = "Determine what you think is lowering their performance." Quiz(7,6) = "Start regular coaching on the problem at hand." 'Correct answer# for Q7: Quiz(7,7) = "3" Quiz(7,8) = "Determine what they think is lowering their performance is always best. You may learn the nature of the problem from what they tell you, where a more confrontational approaches may actually concealed it. Additionally, if they really know, this approach is very friendly and non-threatening. Asking about their activity level is not the right approach as you can have fantastic activity and no results or vice versa. Determining what you think is lowering their performance is the primary objective, but knowing what the salesperson thinks is the real problem can be very helpful. And starting coaching puts the cart before the horse - you don’t know what to coach yet." 'Question 8: Quiz(8,1) = "8. How do you set or decide on the correct activity levels for your team?" 'Available answers for Q8:" Quiz(8,2) = "Don't know." Quiz(8,3) = "Watch the highest performers for their numbers." Quiz(8,4) = "Take the highest numbers and add 20 percent." Quiz(8,5) = "Do the activities yourself and use your numbers." Quiz(8,6) = "Find a way to drive an incremental increase in activity." 'Correct answer# for Q8: Quiz(8,7) = "6" Quiz(8,8) = "Finding a way to drive an incremental increase is the best approach. You can then set temporary levels and push again for another increment to eventually end up with an optimum level. Just because someone is a high performer doesn’t mean they have pushing their activity level. Often the top performer has lower levels of activity but much higher success rates. This fact also rules out adding 20 percent. And doing it yourself doesn’t tell you anything other than what you can do." 'Question 9: Quiz(9,1) = "9. What is the most important non-selling activity you can have your team doing?" 'Available answers for Q9:" Quiz(9,2) = "Don't know." Quiz(9,3) = "Tracking their activities." Quiz(9,4) = "Self-development." Quiz(9,5) = "Leaning more about your offer." Quiz(9,6) = "Learning about the competition." 'Correct answer# for Q9: Quiz(9,7) = "4" Quiz(9,8) = "Self-development is the most productive non-selling activity they can do. It is both motivating and productive in their effort to sell more. Learning about the competition or your offer are necessary functions as is tracking their activity level but none of these will product a top performer. Self-development will!" 'Question 10: Quiz(10,1) = "10. Which will produce the most results?" 'Available answers for Q10:" Quiz(10,2) = "Don't know." Quiz(10,3) = "Effective management of your team." Quiz(10,4) = "Carefully defining the sales process and method." Quiz(10,5) = "Staying on top of the group to make sure things happen." Quiz(10,6) = "Helping your reps make sales." 'Correct answer# for Q10: Quiz(10,7) = "4" Quiz(10,8) = "Defining the sales process will have great results if you make sure that the sales team uses the information. Managing is the least important activity of a sales manager - if you have to manage you have the wrong folks, trust me. Staying on top of everybody is very close to micro-managing and doesn’t work. Closing sales for your folks is not a good idea - it leads to more requirements for you to close the sale." '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 Sales Management 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 sales management. 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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NOTE: Do not send in multiple copies of the same quiz under the same e-mail address within a 2 day time period as they will appear as duplictes and be deleted.

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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 SALES MANAGEMENT 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 SALES MANAGEMENT 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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