Question 1: Which of the following distinguish(es) marketing from selling?

  • Building Rapport and Winning the Prospect's Confidence

  • Establishing Yourself as Someone Worth Listening To

  • Learning More about Your Prospect's Personal and Business Situation

  • All of the Above

Answer: All of the Above

Question 2: The purpose of a Pre-Approach Letter or e-mail is all of the following, EXCEPT:

Answer: Not to Introduce a Topic of Interest to the Prospect

Question 3: Lead generation, pre-approach, and periodic information are:

Answer: All of the Above

Question 4: Your on-profile natural market is made up of individuals you know or with whom you have solid third-party influence.

Answer: True

Question 5: When using the Ohio National Telephone Approach, you should set up a scheduled meeting with your on-profile prospect:

Answer: Now

Question 6: Most objections are based on:

Answer: All of the Above

Question 7: Keys to telephoning for scheduled meetings include:

Answer: All of the Above

Question 8: The following is an example of a "no-means-yes" question.

"Is there any reason why we can't get together Monday in your office at 8:00?"

  • True

  • False

Answer: True

Question 9: X-Dating helps you:

  • Recycle the Prospect

  • Qualify Prospects

  • Come across as Non-Threatening

  • All of the Above

Answer: All of the Above

Question 10: When using the __________ approach, you will minimize any call reluctance and objections.

  • Telephone

  • Direct Mail

  • Face-to-Face

  • Target Marketing

Answer: Telephone

Question 11: Sometimes, the best way to deal with objections is to lower the prospect's resistance. A good way to do this is to use the "Three Promises" approach.

  • True

  • False

Answer: True

Question 12: When using voice-mail to leave messages, you should:

  • Introduce Yourself

  • Leave Your Phone Number

  • Say You Will Try Again

  • All of the Above

Answer: All of the Above

Question 13: Which of the following are good telephone tips?

  • Make Sure You Are Organized

  • Obey the "Law of Large Numbers"

  • Set Goals for Scheduled Meetings

  • All of the Above

Answer: All of the Above

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.