<%@ 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 = "TelephoneSalesQuiz.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 Telephone Telephone 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) = "1. What is the most important factor differentiating a telephone from a face-to-face call?" 'Available answers for Q1:" Quiz(1,2) = "Don't know." Quiz(1,3) = "Control of the call." Quiz(1,4) = "Loss of visual contact." Quiz(1,5) = "Ability to demonstrate your products." Quiz(1,6) = "Your ability to ask questions." 'Correct answer# for Q1: Quiz(1,7) = "4" Quiz(1,8) = "Visual contact is over 55% of a normal communication cycle. Without The visual, the nature of the communication changes significantly. Call control is important and a big part of the difference between a face-to-face and telephone sales call, but adjusting for the visual aspect handles the control issues. Your ability to ask questions and demonstrate your products are issues but minor in comparison. If you don't have a good first impression you likely won't even get to asking any questions or closing the sale." 'Question 2: Quiz(2,1) = "2. When prospecting, what is the most critical part of your call?" 'Available answers for Q2:" Quiz(2,2) = "Don't know." Quiz(2,3) = "Your first couple of words." Quiz(2,4) = "How you finish the call." Quiz(2,5) = "When you’re closing." Quiz(2,6) = "When you are talking to gatekeepers." 'Correct answer# for Q2: Quiz(2,7) = "3" Quiz(2,8) = "The first words you speak set the tone for the call. They are critical to establishing a rapport. This actually applies to talking with gatekeepers. " 'Question 3: Quiz(3,1) = "3. What is the most important part of your telephone presentation?" 'Available answers for Q3:" Quiz(3,2) = "Don't know." Quiz(3,3) = "Your attitude." Quiz(3,4) = "Your voice." Quiz(3,5) = "Your knowledge." Quiz(3,6) = "Your selling skills." 'Correct answer# for Q3: Quiz(3,7) = "4" Quiz(3,8) = "The telephone is all about ""tone"". Your voice is the sizzle and emotional motivator in your presentation. Attitude is a critical factor in your voice, but even without a proper attitude you can have excellent vocal presentation. Your knowledge and selling skills are important, but if you don't use your voice to engage the prospect, they will be all for not." 'Question 4: Quiz(4,1) = "4. Why is ""questioning"" so critically important on the phone?" 'Available answers for Q4:" Quiz(4,2) = "Don't know." Quiz(4,3) = "Questioning helps prospects understand when they can’t see." Quiz(4,4) = "Questioning is not any more important than in a face-to-face call." Quiz(4,5) = "Questioning helps you to control the call better." Quiz(4,6) = "Questioning allows you to know if your prospect is engaged." 'Correct answer# for Q4: Quiz(4,7) = "6" Quiz(4,8) = "It is important on the telephone to question regularly. Without it, you will not know if your prospect is paying attention, or how they are feeling about what you are saying as you have no visual clues. Questioning absolutely helps you to control the call better, but is second to understanding the prospects engagement. Questioning does help the prospect understand by making sure he or she has understood what you have said. Questioning is far more important on the phone than in face-to-face." 'Question 5: Quiz(5,1) = "5. Why is it more important in a telephone call to keep your sales process moving?" 'Available answers for Q5:" Quiz(5,2) = "Don't know." Quiz(5,3) = "Because you need to make as many calls as possible." Quiz(5,4) = "Without the visual aspect, the prospect is more likely to get board." Quiz(5,5) = "The telephone requires a faster pace to be successful." Quiz(5,6) = "Because the prospect can escape the call so easily." 'Correct answer# for Q5: Quiz(5,7) = "6" Quiz(5,8) = "Because the prospect can escape the call so easily. EXPLANATION: On the Telephone it is very easy for the prospect to make an excuse and leave the call. Its true the visual is more challenging, but moving fast won't solve that. Making more calls is a good idea, but not if it's at the expense of quality. The phone doesn't require a faster pace - but a more directed one." 'Question 6: Quiz(6,1) = "6. Which of the following aspects most affects the quality of your vocal presentation?" 'Available answers for Q6:" Quiz(6,2) = "Don't know." Quiz(6,3) = "Your natural vocal qualities." Quiz(6,4) = "Your energy and enthusiasm." Quiz(6,5) = "You confidence and product knowledge." Quiz(6,6) = "How well you know the prospect." 'Correct answer# for Q6: Quiz(6,7) = "4" Quiz(6,8) = "Although your natural vocal abilities, confidence and knowledge will effect your presentation, your energy and enthusiasm have a far greater effect." 'Question 7: Quiz(7,1) = "7. Which is the best definition of a telephone sales presentation?" 'Available answers for Q7:" Quiz(7,2) = "Don't know." Quiz(7,3) = "An effort to sell your product or service?" Quiz(7,4) = "An effort to educate your prospect?" Quiz(7,5) = "A persuasive communication." Quiz(7,6) = "A commercial." 'Correct answer# for Q7: Quiz(7,7) = "6" Quiz(7,8) = "This is the true nature of your presentation, and knowing this and understanding what it means, gives you the best chance of making a good presentation. Although your presentation is an effort to sell, persuade, and educate - these definitions don't reveal the real nature of the call. None of these definitions indicates the negative state at which you will typically meet the prospect - something that is critical to your success as it must be handled before proceeding." 'Question 8: Quiz(8,1) = "8. Which is most important on the telephone?" 'Available answers for Q8:" Quiz(8,2) = "Don't know." Quiz(8,3) = "Your ability demonstrate your knowledge." Quiz(8,4) = "What you say." Quiz(8,5) = "Your ability to handle difficult situations." Quiz(8,6) = "How you say it." 'Correct answer# for Q8: Quiz(8,7) = "6" Quiz(8,8) = "How you deliver your presentation is by far the most important of all these factors. What you say is important and relates to product knowledge. However, prospects remember the tone not the data, unless that data was faulty. Handling difficult situations is important, but one of the most critical parts of handling a tough spot is how you present yourself." 'Question 9: Quiz(9,1) = "9. In handling an objection, which of the following will likely hurt you the most?" 'Available answers for Q9:" Quiz(9,2) = "Don't know." Quiz(9,3) = "A negative reaction on your part." Quiz(9,4) = "A lack of product knowledge." Quiz(9,5) = "A weakness in your product or service." Quiz(9,6) = "Not knowing the answer." 'Correct answer# for Q9: Quiz(9,7) = "3" Quiz(9,8) = "Reacting negatively to an objection, or even dropping your current level of enthusiasm gives the prospect the feeling you can't help. This in turn frequently causes them to shut-down and stop listening. It is by far one of the worst things you can do when handling an objection. Both a lack or product knowledge and a weakness in your product can be challenges, but not near as fatal as indicating by your reaction you feel the prospect's objection is serious. Not knowing the answer is actually the easiest of all. In this case you can simply tell the prospect you don't know, then call back completely prepared." 'Question 10: Quiz(10,1) = "10. What is the best method of improving your telephone skills?" 'Available answers for Q10:" Quiz(10,2) = "Don't know." Quiz(10,3) = "Improving your presentation skills" Quiz(10,4) = "Improving your selling skills." Quiz(10,5) = "Listening to others who are better than you." Quiz(10,6) = "Taping and reviewing your calls." 'Correct answer# for Q10: Quiz(10,7) = "6" Quiz(10,8) = "This is without a doubt the best way to improve - even if you don't have someone to coach you. You get to hear the prospect's side and exactly how you reacted. When it doesn't work you can analyze what happen and develop a correct handling for next time. Improving your presentation and selling skills are good, as is listening to others who are better than yourself, but taping can't be beat." '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 Telephone 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 specific questions about selling on the telephone. 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.



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<% '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 TELEPHONE 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 TELEPHONE 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 %>

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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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