Becoming a Sales Champion Module 2 Quiz

Question 1 of 20

Features provide details about our products and services.

True
False

Question 2 of 20

Features are the same for every member.

True
False

Question 3 of 20

Members buy features, not benefits.

True
False

Question 4 of 20

Benefits are the same for each member.

True
False

Question 5 of 20

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

True
False

Question 6 of 20

Pays a higher dividend is an example of a benefit.

True
False

Question 7 of 20

Here is a good example of a product recommendation: “our money market account can help you earn money because it pays higher dividends than our regular share account.” This is an example of stating…

Feature, then benefit, then product.
Product, then benefit, then feature.
Product, then feature, then benefit.
Benefit, then then product, then feature.

Question 8 of 20

3% APY on a checking account, free credit scores in digital banking and no monthly fee on a savings account are all examples of features.

True
False

Question 9 of 20

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

True
False

Question 10 of 20

It’s okay if you can’t answer all the members’ questions about a product.

True
False

Question 11 of 20

Which of the following are true about objections?

(check all that apply)

An objection is just really a member having a different perspective than we do.
Objections happen because none of our members want to hear about our products or services.
An objection happens because we didn’t emphasize the benefits or give them a reason to act.
An objection happens when we didn’t identify the correct need or we identified the wrong product.

Question 12 of 20

If we simply push products to meet sales goals, and fail to follow the relationship selling model, we’re likely to get more objections.

True
False

Question 13 of 20

What is an appropriate response to the insufficient information objection (“I need to go home and think about it”)?

Respond with “what’s it going to take to get you into this checking account today?”
Never again mention products or services you think could improve this member’s financial life.
Keep arguing with the member until you’ve proven that you’re right.
If the member needs time to think about it, that’s okay, simply offer to follow-up later.

Question 14 of 20

Asking open-ended questions, using empathy and stating benefits are all examples of techniques for overcoming objections.

True
False

Question 15 of 20

It’s perfectly acceptable to finish a conversation by asking, “Do you have any questions?”

True
False

Question 16 of 20

A step in the selling process is to secure the relationship. We do this by assuming the sale or asking for the business.

True
False

Question 17 of 20

Assuming the sale is a more effective way of securing the relationship than asking for the business.

True
False

Question 18 of 20

“Let’s get you pre-approved now so you’re ready to shop.” is an example of what?

Assuming the sale.
Asking for the business.

Question 19 of 20

“Can we start the paperwork for you today?” is an example of what?

Assuming the sale.
Asking for the business.

Question 20 of 20

What are some good ways to show your total commitment to the member after you’ve completed a sale?

(check all that apply)

Let the member know they made a good decision.
Write a hand-written “thank you” note.
Follow up to ensure that new products/services are meeting their needs.
Share additional ways to improve their financial well-being with other products and services.