Comprehensive OS Sales Quiz

Credit Applications have a _____________ turn-around time.

Check all that apply. Which statements accurately describe Broder's EDI process?

• Customer receives inventory data into their order data management system.

• Broder receives orders through FTP or WEB Protocol.

• EDI process can be set up with a new or existing customer in a matter of minutes.

• After Broder processes an EDI order, we send and acknowledgement and shipment confirmation to the customer.

Check all that apply. If a customer is getting a better deal on freight by a competitor, it could mean the following:

• The competitor is SanMar.

• The total revenue that this customer is spending with the competition is very large.

• The competition is not offering other incentives

• Their threshold for Free Freight is lower than Broder's

FIll in the blank. Your Elevator Speech should be __________seconds or less.

Check all that apply. Which brands are part of the Quality Assurance Plus and the Brand Advantage Plus program?

• Devon and Jones

• Authentic Pigment

• Harriton

• Chestnut Hill

As part of the Broder Brand Advantage Plus program, customers receive their reward one time per year in January for the prior year.  

• True

• False

Check all that apply. You might want to bring the following to a Fashion Forward Pitch.

• A sample of a basic T-Shirt

• A sample of a Bella 50/50 tee

• An organized traditional team color presentation

• Bella coffee table book

Check all that apply. According to the How We Work Module, Outside Sales Reps. should ideally be responsible for which activity(ies)?

• Website training

• Price Quotes and Quote Follow-Up

• Departmental meetings to resolve issues

• Manage customer collateral and showrooms

It is never really necessary to memorize company performance data relating to accuracy, fulfillment, and service.

• True

• False

Check all that apply.  Which activities might a Sales Rep. be engaged in during a Personal Time Out

• Studying Pitch Cards

• Setting Goals

• Lunch & Learn

• Organizing Collateral

Check all that apply.  Which question(s) might you ask to help determine which Pitch(es) to introduce during an upcoming Sales Call?

• "Can I join you on your next customer visit? Do you think it would be helpful?"

• "Who is our major competition?"

• "What do I have to do to win your business?

• "What are your 2 top apparel styles?"

Check all that apply. What are some activities that you complete during The Post-Call?

• Send a thank you message.

• Propose the next meeting date and time.

• Identify customer's collateral needs.

• Agree on action items with your sales partner.

Check all that apply. Which statement(s) accurately describe the Broder website.

• Over 85% of all orders are submitted online

• Free, simple online returns

• Online payments and account history available

• Ability to order Augusta Sportswear through our online drop ship program

Check all that apply. Top performing Salespeople have key strengths that largely fit into the following categories:

• They have bubbly personalities.

• They possess a strong desire and ability to control their time and their priorities.

• They have high rates of execution against planned goals.

• They have the ability to sell anything to anyone.

It is important to paraphrase or repeat back in your own words what you have heard your customer say to confirm understanding of their true needs.

• True

• False

It is not so important to ask questions during the Pre-Call about new end-user markets?

• True

• False

Check all that apply.  Which question(s) is an example of a "Benefit" Question(s)?

• With a less than 1% error rate, would you agree I'm probably the safest supplier for this important order?

• Given the timetable you have presented, how detrimental would a delayed shipment be?

• What challenges are you dealing with on this order?

• I have a solution with a lower total cost, so you'll make more margin. Can we move forward?

Check all that apply. The following Pitch(es) can be presented in a Good, Better, Best fashion.

• Fashion Forward

• Teamwear Pitch

• Harriton Pitch

• Brand Pitch

What does EDI stand for?

• Electronic Data Inventory

• Electronic Database of Inventory

• Electronic Division Interchange

• Electronic Data Interchange

Never use Grommeted Samples as a customer leave-behind.

• True

• False

Check all that apply.  An Outside Sales Rep.'s day should include the following:

• No more than 2 Appointments (AP)

• At least 2 Drop-Ins (DI)

• A Personal Time Out after every AP

• A Personal Time Out at the end of the day

Fill in the blanks. A Sales Force - 1099 customer has a sales force that is ____________to purchase from preferred suppliers. Whereas a Sales Force - Employee customer has a sales force that is ________________.

• Not obligated/Obligated

• Obligated/Not obligated

In which stage of the Sales Call should you sell features and benefits, and focus on competitive advantages?

• Picking the Pitch (The Pre-Call)

• Post Pitch (Post-Call)

• Presenting the Pitch (The Sales Call)

• None of the Above

Successful "Customer Closes" are dependent on a series of successful "Opportunity Closes".

• True

• False

Broder is one of the founding members of the Quality Certification Alliance (QCA)?

• True

• False

A "Champion" Customer might forgive an occasional service deficiency?

• True

• False

What is the "Plus" in the Broder Quality Assurance Plus program?

• Free shipping on all proprietary brand purchases.

• Broder will now extend the Quality Assurance program to all retail exclusive items as well.

• Broder does not require the customer to return the product before issuing a 100% refund and 1.50 per piece. They will only require a letter from the end-user stating their dissatisfaction and a sample that is representative of the problem.

• None of the above

Check all that apply. When might it make sense to use the Innovative, New Product Pitch?

• To convert hard good sales to apparel sales

• To impress customers with the sheer number of new styles

• To help customers design large programs which span several generations and product uses

• To counteract the perception that Broder isn't as innovative as it used to be

How much additional will it cost your customer to add on embroidery supplies to an apparel order?

• $4.98 which is a 50% discount off the published 9.99 rate

• $9.99 for any size embroidery supply order as long as it is part of an apparel order

• 30% less than other brand name comparisons

• No additional shipping charge

Check all that apply. Which statement(s) accurately describe(s) our call centers.

• Average speed to answer is 1 min.

• Fewer than 1% of incoming calls are abandoned.

• Average speed to answer is less than 16 seconds

• None of the above

Broder is not the lowest advertised priced distributor in the market.

• True

• False

Which Pitch might you use if the customer needs an option for higher margin sales?

• Fruit of the Loom

• Jerzees

• Fashion Forward

• All of the above

Broder's standard freight policy is that merchandise ships free at $150 excluding whites and sale.

• True

• False

Ashworth, Russell Athletic, and econscious are all examples of what category?

• Retail

• Trade

• Exclusive Retail

• Private Label

Which of the following statements accurately describe the business segment Contract Decorator?

• They would most likely benefit greatly from the Broder Solution, EDI Integration.

• These customers may or may not have embellishment equipment on site.

• These customers can provide valuable insight into large opportunities in the marketplace for Broder.

• None of the above.

Which brand delivers the least expensive micro-fiber fleece in the market?

• Devon & Jones

• Port Authority

• Harriton

• Jerzees

Because of the narrow, defined nature of the Corporate Responsibility Pitch, it is not necessary to do a Pre-Call to identify relevant product categories and styles?

• True

• False

During the Pre-Calls, you may have spoken to multiple buyers, it is appropriate to recap these multiple objectives while opening the meeting?

• True

• False

Use the Innovative, New Products Pitch to...

• Provide a way for your customer to refresh their end-users' interest in top selling, existing styles.

• Save time--just like you, your customer is short on time. New product presentations don’t require the typical Pre-Call Planning! Therefore your customer can see more end-users when planning this type of call.

• Break into new accounts and/or convert hard-good sales into Broder sales.

• All of the above

• A and C

Check all that apply. Which are common examples of a competitor's "better freight deal?"

• FF over $150 excluding whites and sales

• FF over $200 including whites and sales

• FF over $150 including whites and sales

• No competitor has a better freight deal!

Which brand offers the highest technical performance and the highest worldwide brand recognition?

• Russell Athletic

• Adidas Golf

• Ashworth

• Champion

Fill in the blanks. Broder in-stock rates on top selling trade styles, colors, and sizes range from ___________ .  The industry average on these same styles is approximately  ____________.

• Broder 98%-100% / Industry 90%

• Broder 95%-99% / Industry 80%

• Broder 100% / Industry 95%

• Broder 95%-99% / Industry 85%

If the customer is requesting a quote, you are most likely in which Opportunity Stage?

• Infancy to Developing

• "Customer" customer to "Champion" customer

• Mature

• Prospect to Customer

Because Broder manages all credit lines, terms, and collections through a reputable third party, sales reps. and sales managers are able to stay more neutral when working on credit terms with a potential or existing customer.

• True

• False

It is essential to schedule the next appointment during The Closing.

• True

• False

"Besides you, are there other decision makers that buy apparel?" This is a question that you might ask during what stage of the Sales Call?

• The Close

• Presenting the Pitch

• Post Pitch

• Picking the Pitch

According to the Broder How We Work Module, ideally, whose responsibility is it to train a customer on the company websites?

• Inside Sales Rep.

• Outside Sales Rep.

• Whichever Rep. is more "tech. savvy"

• Both inside and outside Sales Rep.

While you are in the "Present the Pitch" stage, it is important to ask questions that will help you identify the company decision maker(s)?

• True

• False