03 Tps - Jerry Seiner Nissan
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Questions and Answers
- 1.
TPS is the acronym for Tactical Phone Skills; the skills that help you to be an effective, successful salesperson.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
The given statement is true. TPS stands for Tactical Phone Skills, which are the skills necessary for being an effective and successful salesperson. These skills include techniques and strategies for effective phone communication, such as active listening, persuasive speaking, and building rapport with customers. By mastering these skills, salespeople can enhance their ability to close deals and achieve sales targets.Rate this question:
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- 2.
To give the client a positive telephone experience you must be sure to:
- A.
Smile when talking
- B.
Never read from a script
- C.
Never speak in monotone
- D.
Adjust your tempo to that of the client
Correct Answer(s)
A. Smile when talking
B. Never read from a script
C. Never speak in monotone
D. Adjust your tempo to that of the clientExplanation
To give the client a positive telephone experience, it is important to smile when talking as it can be reflected in your tone and make the conversation more pleasant. Reading from a script should be avoided as it can make the conversation sound robotic and impersonal. Speaking in monotone can make the conversation boring and unengaging, so it should also be avoided. Adjusting your tempo to that of the client is important to ensure effective communication and to make the client feel heard and understood.Rate this question:
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- 3.
Always be sure to say the word survey when speaking to a client.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
It is not necessary to always say the word "survey" when speaking to a client. While surveys are a common method of gathering information from clients, there may be other ways to communicate with them such as through interviews or discussions. Therefore, the statement is false.Rate this question:
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- 4.
How should you speak when speaking to a client?
- A.
Never ask a question that can be answered no
- B.
Ask open ended questions
- C.
Quickly, to ensure you make your point
- D.
None of these
Correct Answer
A. Never ask a question that can be answered noExplanation
When speaking to a client, it is important to avoid asking questions that can be answered with a simple "no" as this can create a negative impression. Instead, it is recommended to ask open-ended questions that encourage the client to provide more detailed responses, allowing for a deeper understanding of their needs and preferences. This approach helps to build rapport, gather valuable information, and ultimately provide better service to the client.Rate this question:
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- 5.
When prospecting, it is best to use a prepared script so that all topics are covered.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
Using a prepared script may not be the best approach when prospecting. While having a script can provide structure and ensure important topics are covered, it can also make the conversation feel rigid and impersonal. Prospecting often involves building rapport and engaging in a genuine conversation with potential clients. Being flexible and adapting to the specific needs and interests of each prospect can lead to more meaningful interactions and better results. Therefore, it is not necessarily best to use a prepared script when prospecting.Rate this question:
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- 6.
Very few salespeople are taught to ____________ properly.
- A.
Demonstrate a vehicle
- B.
Approach clientele
- C.
Sell
- D.
Prospect
Correct Answer
D. ProspectExplanation
The given statement suggests that only a small number of salespeople are trained or educated on how to prospect properly. This implies that prospecting, which refers to the process of identifying potential customers or leads, is a skill that is often overlooked or not given enough attention in sales training. Therefore, the correct answer is "Prospect."Rate this question:
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- 7.
The __________ is used to develop new business, referrals, field calls and service contracts and is necessary for each contact.
- A.
Client Perspective Prompt
- B.
Power Prospect Quarterly
- C.
Response Module
- D.
Testimonial Evidence of Character
Correct Answer
A. Client Perspective PromptExplanation
The client perspective prompt is used to develop new business, referrals, field calls, and service contracts. It is necessary for each contact as it provides insights and information from the client's point of view, allowing the business to understand their needs, preferences, and expectations. This helps in tailoring the approach and offering personalized solutions, ultimately leading to successful business development and customer satisfaction.Rate this question:
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- 8.
Develop business by contacting:
- A.
Friends and family
- B.
Auto body and repair shops
- C.
Insurance agents
- D.
All of these
Correct Answer
D. All of theseExplanation
The correct answer is "All of these" because developing a business involves reaching out to various potential customers and partners. Friends and family can provide initial support and referrals, while auto body and repair shops can be potential clients or collaborators. Insurance agents can also be valuable contacts as they can refer clients who may require auto body and repair services. Therefore, contacting all of these groups can help in expanding and growing the business.Rate this question:
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- 9.
Always be sure to adjust the speed of your conversation to that of your listener.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
Adjusting the speed of your conversation to that of your listener is important in effective communication. By doing so, you can ensure that the listener can understand and process the information being conveyed without feeling overwhelmed or left behind. This helps maintain engagement and promotes better comprehension and connection between the speaker and the listener.Rate this question:
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- 10.
When making a sales call, never annoy the client by asking them:
- A.
To call you back
- B.
Personal questions
- C.
For referrals
- D.
How they were treated during their purchase
Correct Answer
A. To call you backExplanation
When making a sales call, it is important not to annoy the client by asking them to call you back. This can be seen as unprofessional and pushy, as it puts the responsibility on the client to initiate further contact. Instead, it is the salesperson's role to follow up and maintain communication with the client. Asking the client to call back can create a negative impression and potentially harm the business relationship.Rate this question:
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- 11.
Above all else, the success of the phone call relies on:
- A.
Personality
- B.
Preparation
- C.
Scripting
- D.
Timing
Correct Answer
A. PersonalityExplanation
The success of a phone call relies on the personality of the person making the call. This is because having a pleasant and engaging personality can help in building rapport with the person on the other end of the call. A friendly and enthusiastic demeanor can make the conversation more enjoyable and increase the chances of a positive outcome. Additionally, a person with a good personality is more likely to be able to adapt to different situations and handle any challenges that may arise during the call.Rate this question:
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- 12.
The easiest and most effective way to build a relationship with the client is through:
- A.
Discussing the vehicle the client is interested in
- B.
Chit-chat and small talk
- C.
Asking for referrals right away
- D.
Never deviating from the purpose of the call
Correct Answer
B. Chit-chat and small talkExplanation
Building a relationship with a client is best achieved through chit-chat and small talk. This allows for a more personal and friendly interaction, creating a comfortable atmosphere and establishing rapport. By engaging in casual conversation, the salesperson can get to know the client on a deeper level, understand their needs and preferences, and build trust. This approach helps in establishing a long-term relationship with the client, leading to better understanding and effective communication.Rate this question:
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Current Version
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Jul 02, 2024Quiz Edited by
ProProfs Editorial Team -
Dec 06, 2014Quiz Created by
Dhalseth
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