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
The opportunity to save or make money based on a need that we identify
Fast, accurate, and friendly service
Multiple options to meet their banking requirements

Question 2 of 20

What do members want from a financial institution?

All answers are correct
Members want an adequate solution to their problems with a positive result
Members want value-added service that exceeds their expectations
Members want a consultant who they can trust. Someone who has their best interests in mind

Question 3 of 20

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

True
False

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
False

Question 5 of 20

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

True
False

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
A secondary savings account
A checking account with no monthly fees
Safe deposit box

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
Benefit questions
Open-ended questions
Closed-ended questions

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
Credit card
Checking account
Home equity line of credit

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
False

Question 10 of 20

Features and benefits are the same for every member.

True
False

Question 11 of 20

Benefits provide details about our products and services.

True
False

Question 12 of 20

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

True
False

Question 13 of 20

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

True
False

Question 14 of 20

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

True
False

Question 15 of 20

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

True
False

Question 16 of 20

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

True
False

Question 17 of 20

Never press a member into making a decision.

True
False

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
Define the selling points
Let the member know why you are asking questions
Explain each feature of the product or service and then review the disclosure information

Question 19 of 20

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

True
False

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
Not wanting to appear pushy
Fear of rejection
Meeting a sales quota

Becoming a Sales Champion Exam

Dylan Cragle 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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