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not what answers you get right or wrong.
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:
Allowed Time: 1 hr
Instructions:
1. Attempt all questions.
Incomplete answers are counted as wrong answers.
The passing score (75%) is based on total questions on the test.
2.
Select the one answer that is the MOST correct or most OFTEN
correct. The questions are intentionally difficult. If you fail, you may
want to go back through the lessons again. This is the Warrior Class: we
encourage failure.
3. YOU MUST ENTER YOUR EMAIL address to get results.
When you pass you will get your Basic Certificate in email.
You will also get your answers and the correct answers when you pass.
Do not resubmit after passing. Only your first passing test counts and this
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5.
After you pass, if you
think any answers are confusing or contradictory, Gary will explain the correct
answers to you if you ask by return email. The test is very difficult, but there
is always a right answer and we don't want to make it easy, we want to have
distinctions that are as clear as possible.
6. If you have a problem with test, please mail
garyg@clearbridge.com.
First Name:
Last Name:
Use the name as you want
it to appear on your certificate.
Email Address:
This is the
email address to which certificate will be mailed.
1.
What is your unchanging goal in every sales situation?
A
To close the sale.
B
To convince the
customer.
C
To discover the
customer's hot buttons.
D
To advance your position.
2.
What are customers more likely to do it you
challenge them?
A
Rise to the
challenge.
B
Avoid you.
C
Agree with you.
D
Think about what
you say.
3.
Who meets Sun Tzu's definition of "enemy" in the
sales process?
A
The buyer
B
Your competitors
C
Time
D
Other alternative
decisions
4.
When does the front-line strategic process begin
in selling?
A
Your first sales
call on a specific customer
B
Your first sales
call in a new job
C
When you begin to
learn about your customers
D
When you begin to
learn about your any aspect of your job
5.
When does the front-line strategic process end in
a given sale?
A
Never
B
When you get an
order
C
When the customer
is satisfied
D
When you get paid
your commission
6.
How often do you change your strategic position
during the sales process?
A
Frequently, when
you use a small opening to advance.
B
Never, positions
are fixed, you just communicate them.
C
At a few key
moments, when the customer makes a decision.
D
Always, your every word and action should shift your position.
7.
Which does NOT describe front-line strategic
analysis of positions?
A
Comparing
customers, competitors and your offering.
B
Using five key
factors to categorize information
C
Identifying an
idea position in an absolute sense
D
Seeing positions
as dynamic paths, not static points
8.
Which of the following does NOT have its own
unique position?
A
Your customers as
a group.
B
Your company.
C
Your company's
products.
D
You as a
salesperson.
9.
In key factors of classical strategy, what defines
the environment?
A
The ground and the
climate.
B
Customers and
competitors.
C
The ground,
climate, and philosophy
D
Customer,
competitors, and your company.
10.
Which of the following statements is the least
correct?
A
Positions are all
relative.
B
Every position in
the environment is unique.
C
Your position
doesn't not change unless you change it.
D
Some positions
are weaker than others.
11.
In front-line strategy, attacking your
competitors is always:
A
Unavoidable
B
Costly
C
Advantageous
D
Legitimate
12.
You can control the effect of the business
climate by:
A
Good planning
B
Choosing
different ground
C
Foreseeing
changes
D
None of the above
13.
What defines the key factor called "leadership"
or "command"?
A
Knowledge of the
ground and climate
B
The ability to
make decisions.
C
Authority over
others.
D
The knowledge of
strategy.
14.
What is NOT a benefit of speed?
A
Reducing expenses.
B
Increasing surprise.
C
Avoiding opponents.
D
Creating opportunities.
15.
What assumption can you make in competition?
A
That you will have an opening.
B
That you will be rewarded.
C
That you can predict the costs.
D
That your advance will be successful.
E
None of the above.
16.
What role does your strategic skills play in
selling?
A
To make
friends with the customer.
B
To find shortcuts
in the sales process.
C
To get better
creative sales insights every day.
D
To develop better
sales forecasts.
17.
Which does NOT describe the five factors defining a competitive
sales position?
A
Listening,
aiming, moving, claiming, positioning
B
The climate, economics, leadership, methods, shared beliefs
C
The way, heaven, earth, commander, techniques
D
Changes over time, the place you choose, your character, you skills, your philosophy
18.
Which is NOT a characteristics of the best
areas for sales prospects?
A
They are easy to
find and contact.
B
You can
inexpensively separate them from non-prospects.
C
Competitors overlook
their value as customers.
D
Competitors have
proven their value as customers.
19.
What can you best control in the sales
process?
A
The choices you
make about using time.
B
The ways a
customers responds.
C
The type of
customers to which your product appeals.
D
The type of
competitors you meet.
20.
When is it best to seek more resources to close a
sale?
A
When you are
near to closing it.
B
When the
customer's size dictates it.
C
When the customer
demands it.
D
None of the
above.
21.
Which of the following slows you down in the
sales process?
A
Asking customers
questions.
B
Your decisions.
C
Your competitors'
decisions.
D
Your prospect's
decisions.
22.
According to Sun Tzu's system, which of the
following makes success more certain?
A
Starting with
small orders.
B
Getting off to a
fast start.
C
Avoiding
pressure.
D
All of the above.
23.
How do you eliminate "sales slack"?
A
Increase your
investment in every sale.
B
Spend more time
analyzing the past.
C
Ask for a series
of small commitments.
D
Do not accept
token payoffs from customers.
24.
Which is the most important in sales?
A
Persistence.
B
Predictability.
C
Speed.
D
Caution.
25.
Which is not a limited resources?
A
Time.
B
Effort.
C
Money.
D
Leadership.
26.
Which of the followed does NOT describe how you
propose new sales idea?
A
Quickly.
B
Instantly.
C
Quietly.
D
Cautiously.
27.
Which of the following is the most likely to lead
to missing a really big opportunity?
A
Making selling
more predictable.
B
Starting with a
small sale.
C
Working too
quickly with an account.
D
Being selective
in the customers.
28.
Which of the following is NOT a helpful way to
think about Sun Tzu's advice on the "enemy"?
A
Thinking of
customers as enemies.
B
Thinking of
competitors as enemies.
C
Thinking as your
company as an enemy.
D
Thinking of no
decision as an enemy.
29.
What is the worst place to get additional sales resources?
A
Your customers.
B
Your competitors.
C
Your company.
D
Your creativity.
30.
Your competitors are important because:
A
Their position
clarifies your own.
B
Beating them
gives you victories.
C
You grow stronger
by beating them.
D
They make sales
more predictable.
31.
Which of the following does NOT relevant in the
strategic concept of "distance?"
A
Physical
objective distance on a map.
B
Subjective
evaluations of competitors.
C
The methods used
to travel.
D
The profit your
company generates.
32.
In selling, which of the following must you do to
avoid the "gambler's ruin"?
A
Taking risks too
frequently.
B
Taking risks that
are too large.
C
Avoiding foolish
risks.
D
Make everything
in sales predictable.
33.
Which of the following is the worst way to grow
your sales?
A
Sell to those
who already buy from you.
B
Sell to those
referred by existing customers.
C
Sell to those who
are similar existing customers.
D
Sell to those who
are have more money than customers.
34.
A good salesperson always must know exactly:
A
Who the
competitors are.
B
What a prospect
is thinking.
C
How alternatives
are possible.
D
Where the sales
process is going next.
35.
Winning sales easily makes you:
A
Lazy.
B
Successful.
C
Challenging.
D
Courageous.
36.
When you win sales you:
A
Create more
resistance to future sales.
B
Create more
momentum for future sales.
C
Create more
information about future sales.
D
Create more
problems for future sales.
37.
The costs of competition must be:
A
Managed.
B
Ignored.
C
Predicted.
D
Controlled.
38.
Who can tell you the most about the benefits of
your product?
A
Your customers.
B
Your competitors.
C
Your company.
D
Your instincts.
39.
In discussing the economics of selling, we are
focusing on which key of the five elements of positioning?
A
Philosophy.
B
Heaven.
C
Ground.
D
Leadership.
E
Methods.
40.
Which of the following is NOT important in
selling?
A
Subjective
positions in the mind of customers.
B
Objective
positions in the mind of competitors.
C
Objective
positions in physical geography.
D
Subjective
positions in emotional connection.
41.
Which of the following is NOT a key element in leadership?
A
Caring
B
Aggressiveness.
C
Discipline.
D
Intelligence.
E
Trustworthiness.
42.
Why is it important to avoid conflict in selling?
A
Trust.
B
Caring.
C
Cost.
D
Deception.
43.
The framework of strategy organizes information
in order to:
A
Make sales more
predictable.
B
To guide the
customer's thinking process.
C
To offer insight
into competitive situations.
D
to simplify sales
reporting requirements.
E
All of the above.
44.
Which of the following best describes strategic
positioning?
A
A comparison of
paths.
B
Placing a point
on a map.
C
A balancing of
costs and benefits.
D
Discovering
customers' hot buttons.
45.
Whose strategic position is the least relevant in
the sales process?
A
The customers.
B
The competitors.
C
Yours within your
company.
D
Your companies.
E
None of the above.
46.
Which element represents the forces of change in
classical strategy?
A
Mission.
B
Market.
C
Climate.
D
Leadership.
E
Methods.
47.
Which is not true?
A
Positions result
from economics.
B
Positions are
constantly changing.
C
Positions are
both objective and subjective.
D
Positions are
completely known.
E
None of the above.
48.
Who controls all decisions during the sales
process?
A
The
customer or prospect.
B
The
salesperson.
C
The
competition.
D
Everyone.
E
No
one.
49.
How did Sun Tzu organize the Art of War?
A
He started with the most important ideas first.
B
He started with the most difficult ideas first.
C
He started with the most basic ideas first.
D
He started with the most easily understood ideas first.
E
All of the above.
50.
The economics of strategy is determined by:
A
Controlling your
costs.
B
Avoiding
conflict.
C
Identifying
openings.
D
Using deception.
E
All of the above.
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