<%@ 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 = "SalesQuiz2.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 2" '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) = "*Situation 1: An inbound call.You sell widgets. An incoming call comes to your desk and when you answer the phone the person on the other end says; --Hi, I need to get two widgets, can you tell me the cost?-- What's most important about prospect's statement?" 'Available answers for Q1:" Quiz(1,2) = "Don't know." Quiz(1,3) = "The buyer is probably a price shopper." Quiz(1,4) = "It's a buying statement which indicates at least a potential readiness or ability to buy." Quiz(1,5) = "The buyer has qualified them self as a good prospect." 'Correct answer# for Q1: Quiz(1,7) = "4" Quiz(1,8) = "Yes, the prospect could be a buyer - but you really don't know yet. You shouldn't assume at this point that you have a price-shopper either, or you may create a situation where price is the critical issue in the sale." 'Question 2: Quiz(2,1) = "What should your immediate response to this buying statement be?" 'Available answers for Q2:" Quiz(2,2) = "Don't know." Quiz(2,3) = "Ask the prospect for critical information and about their needs." Quiz(2,4) = "Tell the prospect you have good pricing." Quiz(2,5) = "Tell the prospect you have best widgets in the world." Quiz(2,6) = "Trial close by asking the prospect for the shipping address for the order." 'Correct answer# for Q2: Quiz(2,7) = "6" Quiz(2,8) = "Whenever you are given a ""buying"" statement a trail close is very useful to understand the status of the buyers intention. Telling the prospect how good your products are, could loose you the order should you say the wrong thing or bring up an item that puts the prospect in decision mode. Talking about pricing could also be dangerous without first understanding needs and creating value." 'Question 3: Quiz(3,1) = "If you decided not to respond to the buying statement, what would be your immediate goal in this call?" 'Available answers for Q3:" Quiz(3,2) = "Don't know." Quiz(3,3) = "Gain control of the call using questions." Quiz(3,4) = "Find out what price the prospect's looking for." Quiz(3,5) = "Tell the prospect the requested pricing." Quiz(3,6) = "Develop a relationship with the prospect." 'Correct answer# for Q3: Quiz(3,7) = "3" Quiz(3,8) = "This allows you to learn about the customer. This is true on any call, but especially on an inbound telephone call. If you just answer the prospect's questions you may end up in service mode rather than selling mode. When the prospect is done with their questions they often eject! " 'Question 4: Quiz(4,1) = "In this or any sales call, what is the most important factor in getting the sale?" 'Available answers for Q4:" Quiz(4,2) = "Don't know." Quiz(4,3) = "Knowing the prospect's needs." Quiz(4,4) = "Quickly developing a good relationship." Quiz(4,5) = "Negotiating a good price with the prospect." Quiz(4,6) = "Making sure you destroy any competition." 'Correct answer# for Q4: Quiz(4,7) = "3" Quiz(4,8) = "It is too early to discuss price, discover needs, or try to destroy the competition - you must first develop VALUE - which requires a relationship with the prospect that will allow you to tell your story." 'Question 5: Quiz(5,1) = "*Situation 2: Handling an objection. You have given your entire presentation (it may have been with multiple calls) and after asking for the order, the prospect says; --I am concerned as to how your widget will survive in my environment.-- After you answer the objection, what key thing must you do before going forward with the prospect?" 'Available answers for Q5:" Quiz(5,2) = "Don't know." Quiz(5,3) = "Tell the prospect to call some other companies to verify you're right." Quiz(5,4) = "Ask the prospect if they have any other questions." Quiz(5,5) = "Restate the answer and tell the prospect how well it will work for them." Quiz(5,6) = "Ask the prospect if this answer is an acceptable one for them." 'Correct answer# for Q5: Quiz(5,7) = "6" Quiz(5,8) = "The objection must be closed or confirmed -- you must ask the prospect if you have answered satisfactorily. Never assume you've answered an objection unless the prospect confirms. You can ask about other questions but qualify the answer first. Telling the prospect anything about how great your company and products isn't effective, you must solve the prospect's problems." 'Question 6: Quiz(6,1) = "After answering the objection successfully (to the prospect's satisfaction) what would you do next?" 'Available answers for Q6:" Quiz(6,2) = "Don't know." Quiz(6,3) = "Ask the prospect if they have any other questions." Quiz(6,4) = "Tell the prospect how good your company is compared to the competition." Quiz(6,5) = "Restate the answer and tell the prospect how well it will work for them." Quiz(6,6) = "Close again until you get an answer." 'Correct answer# for Q6: Quiz(6,7) = "5" Quiz(6,8) = "If you have answered satisfactorily, since you were closing when you received the objection, you would immediately re-close the sale - ask for the order again! Anything but a close here is a mistake." 'Question 7: Quiz(7,1) = "Assuming you can't succeed in closing the (a) sale at this time, what should you try to close?" 'Available answers for Q7:" Quiz(7,2) = "Don't know." Quiz(7,3) = "Close the prospect on the next action." Quiz(7,4) = "Close the prospect something else." Quiz(7,5) = "Close the prospect on a referral." Quiz(7,6) = "Tell the customer to call you back when ready." 'Correct answer# for Q7: Quiz(7,7) = "3" Quiz(7,8) = "If you cannot complete the sale, you need to close the next-step -- what is going to happen next. Specifically, who, when, where, how, etc.. A referral would be nice, but control is more critical to complete the sale. Don't suggest to a customer they call you - the prospect probably won't call you back and you'll loose to a more aggressive competitor." 'Question 8: Quiz(8,1) = "What is the difference between an ADVANTAGE and a BENEFIT?" 'Available answers for Q8:" Quiz(8,2) = "Don't know." Quiz(8,3) = "There is no real difference." Quiz(8,4) = "Advantages are things the competition doesn't have and benefits are prospect gains." Quiz(8,5) = "Benefits are specific advantages requested by, and provided to the customer." Quiz(8,6) = "Advantages are what the prospect gains and benefits are the value." 'Correct answer# for Q8: Quiz(8,7) = "5" Quiz(8,8) = "See Neil Rackham's book SPIN® Selling for the best definition and explanation of a benefit." 'Question 9: Quiz(9,1) = "What is the single most important part of presenting on the telephone?" 'Available answers for Q9:" Quiz(9,2) = "Don't know." Quiz(9,3) = "Your knowledge of the product." Quiz(9,4) = "Your vocal presentation." Quiz(9,5) = "Getting to the customer's needs." Quiz(9,6) = "Developing a relationship." 'Correct answer# for Q9: Quiz(9,7) = "4" Quiz(9,8) = "Your VOICE is the sizzle in a telephone sales call. It is in how you present yourself - the tone of your voice that can most help you to be successful. Think about it - you almost always remember the emotions of a situation, but rarely the specific words that generated them." 'Question 10: Quiz(10,1) = "In face-to-face selling, why is your visual appearance (dress and mannerisms) so important?" 'Available answers for Q10:" Quiz(10,2) = "Don't know." Quiz(10,3) = "People like to deal with people who look good." Quiz(10,4) = "If you have strange mannerisms, people won't like you." Quiz(10,5) = "In person, you can demo the product." Quiz(10,6) = "Because most of communication face-to-face is visual." 'Correct answer# for Q10: Quiz(10,7) = "6" Quiz(10,8) = "We use our vision in many ways to help us understand not only a person's words, but also their meaning. People may like people that look good, or not like people that have funny mannerisms. The key thing is that actual communication and how the visual affects the meaning of what is said or presented." '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 2, 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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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 QUIZ 2
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 2" & 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!****

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<% '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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