<%@ 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 = "SalesQuiz.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 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 do you do with a tough gatekeeper?" 'Available answers for Q1:" Quiz(1,2) = "Don't know." Quiz(1,3) = "Cooperate completely and leave a message." Quiz(1,4) = "Demand on the importance of your message to be put through." Quiz(1,5) = "Develop a relationship with the gatekeeper but tell as little as possible." Quiz(1,6) = "Attempt to go around this person." 'Correct answer# for Q1: Quiz(1,7) = "5" Quiz(1,8) = "If you can get a relationship, you might get through! Cooperating completely is dangerous, while being demanding is asking for trouble. Especially when prospecting you don't want to upset anyone in the organization if you can avoid it - because you never know who you are upsetting." 'Question 2: Quiz(2,1) = "What is the most critical skill necessary for a salesperson?" 'Available answers for Q2:" Quiz(2,2) = "Don't know." Quiz(2,3) = "Closing skills." Quiz(2,4) = "Questioning techniques." Quiz(2,5) = "Ability to explain your product or service." Quiz(2,6) = "Communication skills." 'Correct answer# for Q2: Quiz(2,7) = "6" Quiz(2,8) = "The basis of all selling is the ability to communicate with the prospect. If you cannot communicate effectively, you will not be successful in selling the prospect." 'Question 3: Quiz(3,1) = "What is the purpose of asking situation questions?" 'Available answers for Q3:" Quiz(3,2) = "Don't know." Quiz(3,3) = "Gain control of the call." Quiz(3,4) = "Find out what the prospect's looking for." Quiz(3,5) = "Understand the prospect's business." Quiz(3,6) = "To discover explicit needs." 'Correct answer# for Q3: Quiz(3,7) = "5" Quiz(3,8) = "By asking situation questions we begin to understand the prospect's business and thus their potential (implied) needs. Before trying to find out what the prospect is looking for, you must understand their environment. Asking about the situation rarely gives you explicit needs, but it tells you how you may be able to help." 'Question 4: Quiz(4,1) = "What is the key (primary) situation in which you would go back to situation questioning?" 'Available answers for Q4:" Quiz(4,2) = "Don't know." Quiz(4,3) = "If the prospect's business was interesting to you." Quiz(4,4) = "If you failed to find a PROBLEM to solve." Quiz(4,5) = "If you needed a stronger relationship with the prospect." Quiz(4,6) = "If a particular problem was very serious." 'Correct answer# for Q4: Quiz(4,7) = "4" Quiz(4,8) = "If you have already done the situation questioning, you would normally only go back if you couldn't find a problem or if none of the problems you have had enough implication to be important." 'Question 5: Quiz(5,1) = "If the prospect described a serious need (early in the sales call) and asked you how would you address it, what would you do next?" 'Available answers for Q5:" Quiz(5,2) = "Don't know." Quiz(5,3) = "Give the prospect the best answer to the situation you have." Quiz(5,4) = "Discuss and discover the real impact of the problem." Quiz(5,5) = "Start asking situation questions." Quiz(5,6) = "Tell the prospect how well you will be able to solve the problem." 'Correct answer# for Q5: Quiz(5,7) = "5" Quiz(5,8) = "Before answering or addressing any one specific problem you must understand the whole situation. It's possible that other factors will affect your answer! Trying to discuss the problem in detail can often lead to confusion if you don't know the whole situation. Trying to give an answer here is not a good idea - you're not prepared." 'Question 6: Quiz(6,1) = "Why shouldn't you ever trash the competition?" 'Available answers for Q6:" Quiz(6,2) = "Don't know." Quiz(6,3) = "The prospect might like them." Quiz(6,4) = "The prospect won't believe you." Quiz(6,5) = "It makes you look bad." Quiz(6,6) = "If you're wrong, you will look bad." 'Correct answer# for Q6: Quiz(6,7) = "5" 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) = "What is the basis for presenting a benefit?" 'Available answers for Q7:" Quiz(7,2) = "Don't know." Quiz(7,3) = "Benefits help you close the sale." Quiz(7,4) = "Your competition can't provide your benefit." Quiz(7,5) = "It represents an explicit need." Quiz(7,6) = "It tells the prospect you're the best solution." 'Correct answer# for Q7: Quiz(7,7) = "5" Quiz(7,8) = "True benefits, those based on explicit needs are the most powerful selling statements you can make. This is true because they represent things the prospect wants or perceives they need. Benefits do help you sell but the important point is that they come from the prospect. The best solution for the customer is the one that solves the problem." 'Question 8: Quiz(8,1) = "What is the difference between an IMPLIED and EXPLICIT need?" 'Available answers for Q8:" Quiz(8,2) = "Don't know." Quiz(8,3) = "Explicit needs are real needs." Quiz(8,4) = "Implied needs provide real benefits." Quiz(8,5) = "An explicit need is an advantage or feature specifically requested by the customer." Quiz(8,6) = "Implied needs are those obvious to the customer, explicit are not necessarily obvious." 'Correct answer# for Q8: Quiz(8,7) = "5" Quiz(8,8) = "An explicit need is only defined by the customer's request for it. A benefit comes when the EXPLICIT need is filled. For example: if the prospect says: ""I want speed."" You can say: ""The benefit of our solution is speed!"" It is a benefit because the customer requests it. See SPIN Selling, Neil Rackham." 'Question 9: Quiz(9,1) = "What factor is most likely to increase your sales?" 'Available answers for Q9:" Quiz(9,2) = "Don't know." Quiz(9,3) = "Your knowledge of the product." Quiz(9,4) = "Your presentation." Quiz(9,5) = "Controlling the sales cycle." Quiz(9,6) = "Lots of prospecting." 'Correct answer# for Q9: Quiz(9,7) = "5" Quiz(9,8) = "Product knowledge, presentation, and prospecting will all increase your sales, but control of the sales cycle will do more. Controlling the cycle increases your closing percentage - thus even if you don't have more calls, your results get better. By the way, controlling the cycle is the proper use of questions!" 'Question 10: Quiz(10,1) = "Why is understanding your decision-maker so important?" 'Available answers for Q10:" Quiz(10,2) = "Don't know." Quiz(10,3) = "Depending on the decision-maker, your presentation might change." Quiz(10,4) = "You could be wasting your time." Quiz(10,5) = "Only the person on the top can make the final decision." Quiz(10,6) = "You must find the real needs." 'Correct answer# for Q10: Quiz(10,7) = "3" Quiz(10,8) = "There are many levels of decision-maker. Often the person you reach doesn't make the final decision. If you don't understand your decision maker you may make the wrong presentation or not cover the needs of the others involved in the final choice." '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 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 general questions about selling. Your score is a reflection of your knowledge of selling 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 duplicates and be deleted.

IF YOU WOULD LIKE MORE INFORMATION on how we can help you or your sales organization,
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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.
    Please be patient it may take a minute.


    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 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 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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