GrandOak | Autusbridge Consulting Limited.

GrandOak Sales Academy Survey

Welcome to GrandOak Sales Academy Survey.

The survey takes about 40 minutes to complete.

This survey is designed to gather information about your skills, competencies, and confidence in key areas.

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Please complete the survey in an honest and open manner. The data collated will be used to help tailor your training and support needs going forward.

Personal Information - Step 1 of 4

Name *

First

Last

Job Position *

Years of Experience *

Please answer the following questions honestly and openly.

1. When I hear a "no" from a prospect I *

Feel that I have failed to do my job properly
Take it as a personal failure
Let it bother me more than I should
Put it behind me and move forward

2. Telling a buyer that "it's Ok to say no" is a poor tactic to use if you want to make the sale. *

True
False
I don’t know

3. To be successful in sales, the most important things to concentrate on are *

Time management and product knowledge
Territory management, planning and closing skills
Positive mindset, goals and plans, and selling skills
Building trust, knowing your competition and closing skills

4. I have specific written plans to achieve each sales goal, and I review them frequently to monitor progress. *

True
False
Not sure

5. The most correct order for effective selling is: *

Qualify, present, then close
Qualify, get a commitment, then present
Build rapport, find the decision maker, present features & benefits, then close
Trial close, make a presentation, handle objections, then close

6. I know I'm in control of the selling process when *

I'm dominating the conversation
I'm presenting my company's story
The prospect is asking questions
I'm asking questions

7. A salesperson just posted to a new territory and needs to start selling quickly should *

Try to start the business with existing customers
Do some research to find out who the best prospects are
Talk to experienced reps and find out best way to build business quickly
Get on the phone and make some cold calls

8. What is COLD CALLING? *

Calling around to find the best price
Calling the customer after the sale
Telephoning an upset customer
Make an unsolicited visit or telephone call to (someone), in an attempt to sell goods or services.

9. After you introduce yourself, what is the first thing you should say on a cold call when the prospect answers the phone? *

"How are you today?"
"Do you have a few minutes to talk?"
"Did I get you at a bad time?"
"My company sells (mention product or service) and I'd like to talk to you about ..."

10. Features and benefits should be presented early in the sales cycle and before discussing budget. *

True
False
Not sure

11. When the ultimate decision maker is not available to meet with you, trust the influencer to recommend your solution. *

12. Early in the sales process, your prospect says that your solution is just what he is looking for. You should *

Show some enthusiasm and close the sale
Ask about the decision making process
Find out if he has any reservations about moving forward
Make an appointment to make a complete presentation

13. Objections are a sign that the prospect is interested and are easy to overcome if you know your product well. *

True
False
Not sure

14. When a buyer says "I like what I see and hear, but I need to think it over," the best response is *

"What is it that you need to think over?"
"Let's take a look at the pro's and con's, then make a decision."
"Sounds like you still have some serious reservations, should we close the file?"
"The price will go up next month, so you might want to buy now."

15. An effective attitude to have on a sales call is that *

I must educate my prospect about my company and its products.
My job is to convince my prospect that they need what we sell.
My pipeline is full and I don't need the business.
A good salesperson can sell anything to anybody.

16. To get ahead in your career, you should not be afraid to do things that will make a few enemies. *

True
False

17. It is more important to maintain company policy than to coddle a complaining customer. *

True
False
Not sure

18. I spend my weekends… *

Writing my reports
Attending social engagements with family and friends
Spot checking my customer locations.
Moving round the city to explore business opportunities

19. What is your approach to problems solving? *

Report the problem to my boss.
Talk to my colleagues about it.
Use the commonly known method of resolution.
Explore other ways of solving the problem.

20. How do I recognise my biggest competitors? *

Evaluating the quantities of similar products at the customer locations that I visit
Asking the customer direct questions about competition
Listening to my customer’s customers ordering for/buying products?
Comparing the quality and quantity of activation by competition in the outlet.

21. The best way I deal with competition. *

Expose their product or companys’ weaknesses to the customer.
Encourage the customer to play fair by buying products from competitors and me too.
Try to highlight the differences between our products and competition.
Give the customer serious close-marking.

22. Which of the following is the most important in selecting distributors? *

Readiness and ability to comply with our company policy
Customer track record in selling competition products
Closeness and personal relationship with the customer
Geographical location of the prospect.

23. A prospect has requested that you activate his/her outlet as part of their requirements to start buying, stocking, and selling your products. How would you respond to this? *

Jump at the opportunity before the customer changes his/her mind.
Make the customer to agree to the policy before doing anything.
Ask the customer to make some purchases to start the business immediately to confirm interest.
Call you manager for advice on what to do.

24. What is the best approach to ask for incremental order for a customer? *

Increase credit limit for the customer.
Assure customer of better sales from their own customers.
Inform the customer about an imminent price increase.
Agree on ways to support the customer sales.

25. I understand how my sales targets for different products are being generated *

True
False
Not sure

26. As a salesperson, what do YOU sell first on a sales call? *

The fine reputation of GOL
The great service or product you are selling
The reasonable price for the product or service
Your personality, your style, yourself

27. When talking about the Naira amount of the product you are selling, the word YOU would use is *

Total
Price
Investment
Cost

28. When you QUALIFY a customer you: *

Find out if their credit is good
Find out if they are who they say they are
Find out what they want
Find out what they need and what they can afford.

29. What is the right sequence for a persuasive selling approach? *

Building interest, reducing resistance, getting attention, motivating action
Reducing resistance, getting attention, building interests, motivating action
Motivating action, reducing resistance, building interest, getting attention
Getting attention, building interest, reduce resistance, motivating action

30. Mariam writes a sales letter to advertise her housecleaning service. In her letter, she tells that working women can enjoy spending time with the family instead of cleaning and that they can avoid worrying about a messy house. She uses what type of appeal? *

Emotional
Logical
Rational
Economic

31. Selling is a process and closing is part of the process. In this process, you MUST show __________ to your prospect before, during, and especially after the sale. *

Appreciation
Positive attitude
Sales strategy
Value

32. There is no significant difference between sales and marketing functions in GOL *

True
False
I don’t know

33. ____________________ will move you forward and closer to your goals. *

A sales strategy
Passion
Motivation
Consistency

34. I use my personal computer mostly for *

Typing my reports and sending emails.
Preparing my presentation.
Doing market research.
Analysing sales reports
None of the above

35. Choose the correct choice below to complete this statement: Identify clients' needs and delivering solutions to achieve _______________. *

Market share growth
Their specific business goals
Increased revenue

36. Which of the following is/are the feature of a marketing plan? *

Generate a unique selling proposition
Determine the optimal marketing budget
Estimating the marketing return on investment
Identify SWOT
All of the above

37. Which of the following remains at the centre of any marketing process? *

Target consumers
Product
Price
Promotion
None of these

38. The process of allocating marketing resources and monitoring includes *

Marketing Budget
Detailed action plan
Both (1) and (2)
Marketing audit
SWOT analysis

39. The concept of quality encompasses many factors, and the perception of quality rests solely with the _____________. *

Price
Value
Sellers
Customer

40. When a firm tries to increase sales by selling its present products in new markets, this is called: *

Market penetration
Market development
Product development
Diversification
Market integration

41. A marketing strategy consists of two interrelated parts. These are: *

Selection of a target market and implementing the plan.
Selection of a target market and development of a marketing mix.
Selection and development of a marketing mix.
Finding attractive opportunities and developing a marketing mix.
Finding attractive opportunities and selecting a target market.

42. Which of the following statements about marketing mix variables is FALSE? *

"Promotion" includes personal selling, mass selling, and sales promotion.
The term "Product" refers to services as well as physical goods.
A channel of distribution does not have to include any middlemen.
Generally speaking, "Price" is more important than "Place."
The needs of a target market virtually determine the nature of an appropriate marketing mix.

43. I have some difficulty in understanding how much profit my customers are making on a monthly basis. *

Yes
No
It is not compulsory for me to know

44. It is difficult to convince prospects and even customers about the profitability of our business *

Yes
No
Customers don't bother about this

45. Which the following best describes the relative participation of the buyer and seller in a sales call? *

The salesperson does most of the talking throughout the entire call
The buyer does most of the talking when the salesperson is uncovering needs
The buyer does most of the talking throughout the entire call
The salesperson does most of the talking when presenting the solution
Both b and d are correct

46. Describe the extent of your relationship with your customer *

Customer can buy without my input
Customers need me to make buying decisions.
Customers are okay with just phone calls
Customers want me to be present before buying

47. The ability to feel compassion and understanding for another person's situation and is very useful during presentations is: *

Empathy
Common sense
Professionalism
Sympathy

48. Effective business communication and presentations: *

Decreases the number of positive responses to requests on the first try
Increases reading time
Increases the time that it takes disagreements to surface
Builds a positive image of any organization

49. When you are confronted with an objection, the first thing you need to do is: *

Forestall
Ask for the order
Respond to the objection
Listen carefully
Assess the objection

50. In a presentation, the salesperson's ability to develop a customized solution is heavily dependent upon: *

The salesperson's ability to listen during needs discovery.
The salesperson's ability to speak convincingly.
The buyer's ability to articulate his/her needs.
The salesperson's ability to use visual aids
Both a and d

51. A sales presentation planning template contains sections for each of the following, except ____. *

Customer value proposition
Sales call objective
Potential objections
Current Suppliers
Each of the above are important parts of the sales presentation checklist

52. Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes? *

Communicate recognition that the prospect’s time is important
Improved time and territory management
Gaining the prospect’s undivided attention
Demonstrates a respect for proper business etiquette
All of the above

53. It appears my market(territory) is getting saturated as I could not grow the business any further. Which of the following should be my immediate agenda? *

Request for a change of territory so that I can face new challenges
Make a request for the management to start a trade incentive to drive sales
Do an analysis of my territory to identify growth opportunities
Put more pressure on my current customers to buy more

54. How would you respond if a customer tells you that selling competition products are more profitable than yours? *

55. The following are reasons for poor market coverage by our distributors, except *

Territory is too large for the distributors to cover.
The distributors’ personnel are not motivated to deliver the business goals
Competition is hitting hard
Out of stock situations
None of the above

56. Ensuring merchandising excellence can help me to improve my sales performance *

Yes
No
It depends

57. At GOL, the line between work and play is blurred *

I hate it
I dislike it
It’s tolerable
I like it
I love it

58. My job roles are structured and very clear *

I hate it
I dislike it
It’s tolerable
I like it
I love it

59. Innovation is a core value in GOL. Who should be responsible? *

Me
Marketing Dept
Sales Leadership
Everybody
Management

60. My career path is very clear and motivating *

Yes
No
Not sure

61. My work is process-focused and predictable from day to day. *

I’m enjoying it
The processes are too detailed and not effective.
Not sure if the process is okay

62. How would you describe the impact of your own performance on team results *

Huge
Minimal
Cannot be ascertained.

63. What is your description of a satisfied customer? *

64. How would your resolve a conflict of territory encroachment between distributors? *

65. During a regional sales team meeting, an argument ensued about the manner you handled a business issue with one of your customers. In your judgement, you believe you have handled the issue the right and best way that you can but everybody else, your colleagues and supervisor felt otherwise. How would you mange this situation? *

66. Mike doesn't like to take charge of the group, but he enjoys contributing his ideas. Is Mike being a good team member? *

Yes
No
Not sure

67. Which would you consider to be an ideal customer? *

The Driver – No nonsense goal-oriented person. They like to dominate and control sales people
The Expressive – They like to gist a lot and enjoy social company. They say everything, whether it concerns the business or not.
The Analytical – They like to work with facts and figures. They are not keep on friendship but always care to know what is in it for me.
The Amiable – The man or woman about town. They love to ask about your family and also like you to show that you care about theirs too. They want friendship beyond business.
All of the above.

68. Dressing appropriately for work and having good personal hygiene including brushing teeth, wearing deodorant and having neat hair is *

Very important
Important
Not important
It doesn’t matter

69. Which of the following terms is not synonymous with profit? *

Income
Earnings
Equity
Bottom line

70. Which of the following terms is not a line item on a P&L statement? *

Operating Expenses
Net income
Cash
Gross Profit

71. What is the financial ratio (%) that measures how well an organization is using its resources to generate operating profit? *

Return on Assets (ROA)
Return on Investments (ROI)
Return on Equity (ROE)
Return on Sales (ROS)

72. What is the financial ratio calculated by dividing net profit by net sales? *

Net Sales Percentage
Return on Net
Return on Sales
Return on Equity
None of the above.

73. You single-handedly discovered that a colleague is involved in some unwholesome practices that can impact negatively on the business. What would you do? *

Ignore, like nothing happened
Confront your colleague to correct him/her
Report to your Manager
Whistle-blow to the Management
None of the above

74. Which of the follow statement is true.

Managing retail customers and distributors require the same skill
Managing retail customers and distributors require different skill
Retails customers and distributors require the same support
Retails customers and distributors have same value

75. Which of the following affects your sales trend most?

Festivities and Events
Seasonal Changes
Product Availability
My determination

76. Which of the following statement is true?

Negotiation should guarantee profits for my company always
Negotiation should guarantee win win for both parties always
Negotiation should not foreclose future opportunities
All the different stages of negotiation must be followed to achieve success

77. Technology is most useful in sales for which of the following in GOL?

Invoicing of products to customers
Managing sales processes
Customers' credits Management

78. What makes your company different from your competitors? *

79. For you personally, what area of training or support can we provide for you so that you get better engagements with your team, managers, and customers? *

80. If you could suggest one change that would improve your (and the company’s) sales performance, what would that change be? *

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