Becoming a Sales Champion Exam

Question 1 of 20

Relationship selling provides members with more than just a product. It provides them with:

A single point of accountability

Correct Incorrect Correct answer

The opportunity to save or make money based on a need that we identify

Correct Incorrect Correct answer

Fast, accurate, and friendly service

Correct Incorrect Correct answer

Multiple options to meet their banking requirements

Correct Incorrect Correct answer

Question 2 of 20

What do members want from a financial institution?

All answers are correct

Correct Incorrect Correct answer

Members want an adequate solution to their problems with a positive result

Correct Incorrect Correct answer

Members want value-added service that exceeds their expectations

Correct Incorrect Correct answer

Members want a consultant who they can trust. Someone who has their best interests in mind

Correct Incorrect Correct answer

Question 3 of 20

Relationship selling is important because it allows us to create and keep members.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 4 of 20

Relationship selling looks beyond the transaction and seeks to establish an ongoing relationship between the member and the credit union.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 5 of 20

“What rate are you currently paying on your car loan?” is an example of a benefits question.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 6 of 20

If you observe an unusually high balance in a standard savings account, you may want to suggest which of the following products.

An investment product which earns higher interest

Correct Incorrect Correct answer

A secondary savings account

Correct Incorrect Correct answer

A checking account with no monthly fees

Correct Incorrect Correct answer

Safe deposit box

Correct Incorrect Correct answer

Question 7 of 20

When we are unable to determine need through things we see or hear from our members, we must ask questions. Which of the following are good questioning techniques for identifying needs? Select ALL that apply.

Household and demographic questions

Correct Incorrect Correct answer

Benefit questions

Correct Incorrect Correct answer

Open-ended questions

Correct Incorrect Correct answer

Closed-ended questions

Correct Incorrect Correct answer

Question 8 of 20

If a member mentions they are going on vacation in the near future, which products would be appropriate to suggest to them?” Select ALL that apply.

Vacation savings account

Correct Incorrect Correct answer

Credit card

Correct Incorrect Correct answer

Checking account

Correct Incorrect Correct answer

Home equity line of credit

Correct Incorrect Correct answer

Question 9 of 20

When using the 10-Second Referral Process, you should always use a lead-in statement that focuses on a benefit related to the member’s individual need.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 10 of 20

Features and benefits are the same for every member.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 11 of 20

Benefits provide details about our products and services.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 12 of 20

Benefits answer the member’s question of “What’s in it for me?”

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 13 of 20

When communicating benefit statements to your members, it’s best to state the benefit before the feature.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 14 of 20

Saves time, saves money, makes money, offers peace of mind, and offers convenience are all examples of benefits.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 15 of 20

Step 3 in the selling process is to secure the relationship. We do this by asking for the business.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 16 of 20

Saves time, save money, makes money, peace of mind, and convenience are all examples of features.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 17 of 20

Never press a member into making a decision.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 18 of 20

When asking members questions, make sure you always do the following things. Select ALL that apply.

Ask questions that can be answered quickly with a simple Yes or No reply

Correct Incorrect Correct answer

Define the selling points

Correct Incorrect Correct answer

Let the member know why you are asking questions

Correct Incorrect Correct answer

Explain each feature of the product or service and then review the disclosure information

Correct Incorrect Correct answer

Question 19 of 20

Relationship selling is built on continuous outstanding service over the entire relationship.

True

Correct Incorrect Correct answer

False

Correct Incorrect Correct answer

Question 20 of 20

Which of the following is NOT a reason people are reluctant to sell something to other people.

Lack of knowledge about a product or service

Correct Incorrect Correct answer

Not wanting to appear pushy

Correct Incorrect Correct answer

Fear of rejection

Correct Incorrect Correct answer

Meeting a sales quota

Correct Incorrect Correct answer

Becoming a Sales Champion Exam

Dylan November 12, 2018

Becoming a Sales Champion Final Assessement

Quiz Summary

Information

Results

Results

Categories

1. Question

Relationship selling provides members with more than just a product. It provides them with:

2. Question

What do members want from a financial institution?

3. Question

Relationship selling is important because it allows us to create and keep members.

4. Question

Relationship selling looks beyond the transaction and seeks to establish an ongoing relationship between the member and the credit union.

5. Question

“What rate are you currently paying on your car loan?” is an example of a benefits question.

6. Question

If you observe an unusually high balance in a standard savings account, you may want to suggest which of the following products.

7. Question

When we are unable to determine need through things we see or hear from our members, we must ask questions. Which of the following are good questioning techniques for identifying needs? Select ALL that apply.

8. Question

If a member mentions they are going on vacation in the near future, which products would be appropriate to suggest to them?” Select ALL that apply.

9. Question

When using the 10-Second Referral Process, you should always use a lead-in statement that focuses on a benefit related to the member’s individual need.

10. Question

Features and benefits are the same for every member.

11. Question

Benefits provide details about our products and services.

12. Question

Benefits answer the member’s question of “What’s in it for me?”

13. Question

When communicating benefit statements to your members, it’s best to state the benefit before the feature.

14. Question

Saves time, saves money, makes money, offers peace of mind, and offers convenience are all examples of benefits.

15. Question

Step 3 in the selling process is to secure the relationship. We do this by asking for the business.

16. Question

Saves time, save money, makes money, peace of mind, and convenience are all examples of features.

17. Question

18. Question

19. Question

20. Question

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