Test page 2 – Page 7 – Ducati Sales Champion Training

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Michele Savini earned 40 points for a new total of 160 points

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Before you begin, please read the information below:

The assessment consists of 50 multiple choice questions.

You can only conduct the assessment ONCE. The assessment can’t be re-done.

We suggest you make a little time available to review the Ducati Sales Champion Training program content to give yourself the best chance to perform well.

You will earn an incredible 100 points, IF you answer all the questions correctly. This result will be added automatically to your points record.

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Question 1 of 50

1. Question

What is the objective of making a great first impression?

A: To let the other person know that you really want to make a sale.

B: To make sure you get to the customer before any other salesperson.

C: to make the person more open to your suggestions and to take control.

D: To make the other person like you.

Question 2 of 50

2. Question

What image should you try to project when you greet a customer/prospect?

A: Strong, certain, and powerful.

B: Friendly, confident, and professional.

C: Cheerful, care-free, and easy.

D: calm, confident and in control.

Question 3 of 50

3. Question

How long does it take for someone to judge your first impression?

A: 10 seconds

B: 3 seconds

C: 1 minute

D: more than 10 minutes

Question 4 of 50

4. Question

What is the first element of making a great first impression?

A: Smile

B: Voice tone and volume

C: Open gestures

D: Recognition

Question 5 of 50

5. Question

Your eyebrows are…

A: a communication tool

B: for aesthetic purposes only.

C: keep the eyes dust free.

D: not particularly useful for any purpose.

Question 6 of 50

6. Question

How to deal with 2 or more customers?

A: identify the customer/buyer and focus on them

B: Share eye contact equally with each person

C: Tell them you will only deal with 1 of them at a time

D: separate them if possible

Question 7 of 50

7. Question

When first meeting a customer what is the most important detail to remember?

A: Their mobile number

B: Their profession

C: Their name

D: Their hobbies

Question 8 of 50

8. Question

Avoiding eye contact with someone can make you seem…

A: forward, direct, and aggressive.

B: curious, deep-thinking, and confident.

C: fun, relaxed, and not too serious.

D: insecure, untrustworthy, and shy.

Question 9 of 50

9. Question

Your gestures and body language should always be…

A: open.

B: closed.

C: clear.

D: strong.

Question 10 of 50

10. Question

Strong eye contact (meaning held for at least 3-5 seconds before looking away) shows…

A: confidence.

B: shyness.

C: indecisiveness.

D: in-control.

Question 11 of 50

11. Question

What is the biggest takeaway from the “Sell me the pen” exercise?

A: you need to take control.

B: product knowledge is essential.

C: You should always conduct a good needs assessment.

D: Customers are all different and require different approaches.

Question 12 of 50

12. Question

How can you take control during the need’s assessment?

A: By asking at least 50% of the questions during the interaction.

B: By listening and responding to the customers' questions.

C: By talking more than the other person.

D: By providing all the answers to their questions.

Question 13 of 50

13. Question

Which is the most correct answer about the benefits of taking notes?

A: Makes you look professional, in control and intelligent

B: It makes the customer feel important, makes you look professional, and results in less mistakes.

C: It can spark additional questions or ideas and improve your organization skills.

D: It will help you to remember customer details.

Question 14 of 50

14. Question

What is the ideal percentage of questions to ask a customer during the need’s assessment?

A: 0-10%

B: 30-40%

C: 50-60%

D: 70-80%

Question 15 of 50

15. Question

Which of the following best describes the benefits of asking questions?

A: It helps breaks down barriers and helps you get to know the customer better so that you can build a strong relationship

B: It demonstrates that you are interested in why the customer is there, allows you to control the process without confrontation, and helps you establish trust with the customer.

C: It ensures that you get all the correct information to be able to understand the customer’s needs

D: You save valuable time and effort for yourself and the customer

Question 16 of 50

16. Question

One purpose of the need’s assessment is to…

A: identify and understand the prospect’s major pain points and objectives.

B: tell the prospect what you need from them in order to make the sale.

C: show the prospect that you understand their needs better than they do.

D: to build a relationship that will result in future sales.

Question 17 of 50

17. Question

Which 3 are important elements of being a great presenter?

A: Body language, speaking techniques, and listening skills

B: Body language, speaking techniques, and personal image

C: Listening skills, speaking techniques, and the ability to connect

D: Listening skills, voice control, and confidence

Question 18 of 50

18. Question

What is the most important sales tool?

A: Your vehicle

B: Your voice

C: Your mobile phone

D: Your notebook and pen

Question 19 of 50

19. Question

Which 4 are key characteristics of your voice in speaking?

A: Volume, tone, pace, and pitch.

B: Volume, tone, pace, and flexibility.

C: Volume, tone, pace, and the pause.

D: Volume, tone, pace, and sound.

Question 20 of 50

20. Question

What type of body language should you demonstrate when presenting or talking to a customer?

A: cool and calm

B: Positive and open

C: Friendly and cheerful

D: enthusiastic and eager

Question 21 of 50

21. Question

Which of the following should you avoid when talking to a customer, especially when closing a deal?

A: Maintaining strong eye contact

B: losing focus

C: Checking the time

D: Touching your face

Question 22 of 50

22. Question

What does the listening technique mirroring demonstrate?

A: That you agree with what they are saying.

B: That you are showing empathy towards them.

C: That you are fully engaged in listening to them.

D: That you are encouraging them to continue talking.

Question 23 of 50

23. Question

Which of the following is not a listening technique?

A: Repeating key words

B: Being present and focused on the speaker

C: Nodding your head

D: Anticipating a person’s answer

Question 24 of 50

24. Question

What should you avoid when listening to someone?

A: Mirroring

B: Tilting your head

C: Interrupting

D: Using interjections (“Mm-hmm”, “Ohh”, “Ahh”, etc.)

Question 25 of 50

25. Question

Which is the most accurate statement about presentation techniques?

A: That they are universal across most cultures.

B: That they are different across most cultures.

C: That they are only useful in western cultures.

D: They depend on characteristics and personalities.

Question 26 of 50

26. Question

A Procter & Gamble (P&G) study found that customers who were able to feel the product were more willing to _____________ than those who hadn’t.

A: pay higher prices

B: pay lower prices

C: switch brands

D: sign up for a mailing list

Question 27 of 50

27. Question

All the following are reasons why it’s important to use the Customer 360° tool to book your test ride appointments, except:

A: To ensure the bike is available

B: To avoid double-booking

C: To avoid forgetting an appointment

D: To make the other salespeople envious

Question 28 of 50

28. Question

As a salesperson, you are the “host” of the customer’s test ride experience. Ideally, what emotion do you want to help the customer feel the most during their test ride with you?

A: Sad

B: Anxious

C: Fun

D: Serious

Question 29 of 50

29. Question

What is the ideal length of time for a test ride?

A: 10 minutes

B: 15 – 20 minutes

C: 30 – 60 minutes

D: More than 60 minutes

Question 30 of 50

30. Question

The test ride is a perfect opportunity to show the customer that you are __________________.

A: relaxed, prepared, but don’t take it too serious

B: cool, confident, and flexible about the process

C: adventurous, experienced, and can ride well

D: well-prepared, professional, and familiarized with the route

Question 31 of 50

31. Question

During a test ride, you should never wear ________, nor allow the test rider to wear them either.

A: leather boots

B: sandals

C: sneakers

D: shoes

Question 32 of 50

32. Question

An ideal test ride would be described as _____ and _____.

A: fast, fun

B: fun, safe

C: slow, safe

D: exciting, fast

Question 33 of 50

33. Question

A great time to ask your prospect for a commitment (call to action) is ___________.

A: while booking the test ride appointment

B: before the test ride starts

C: just after the test ride

D: 1 to 2 days after the test ride

Question 34 of 50

34. Question

All of the following are good bridge questions to ask after the test ride, except:

A: So, are you going to buy the bike or what?

B: So, what happens next?

C: It seems like this model is perfect for you. What do you think?

D: Ready to move forward?

Question 35 of 50

35. Question

The easiest way to start making an experience personal for a prospect is to say ___________ often throughout the whole interaction.

A: “Trust me”

B: “Dear valued customer”

C: “Show me the money!”

D: their name

Question 36 of 50

36. Question

These are 3 of the top 10 selling words:

A: Guarantee, you, love

B: Find, like, passion

C: Discount, promotion, sale

D: Discount, warranty, deal

Question 37 of 50

37. Question

What is a powerful, influential, and suggestive word that is not one of the top 10 selling words?

A: Listen

B: Because

C: Extraordinary

D: Strong

Question 38 of 50

38. Question

What phrase should you use only once per customer, and can help you immensely in winning their trust?

A: “I won’t let you down.”

B: “This isn’t my first time.”

C: “Trust me.”

D: “What’s the worst that can happen?”

Question 39 of 50

39. Question

All of the following are phrases to avoid using with the customer, except:

A: “No, I can’t do that.”

B: “Sorry, it’s policy.”

C: “Calm down.”

D: “I don’t know the answer, but I’ll find it out for you.”

Question 40 of 50

40. Question

For many customers, the buying decision is already ____ complete before they even reach the dealership.

A: 20%

B: 40%

C: 80%

D: 100%

Question 41 of 50

41. Question

To make proper use of the “Options” close, you should provide the customer with __ choices.

A: 2

B: multiple choices

C: depends on availability

D: maximum 3

Question 42 of 50

42. Question

The most common mistake salespeople make when using the “Shut-up” close is:

A: Not maintaining eye contact

B: Not waiting to let the customer talk first

C: Accidentally smiling

D: Not breathing

Question 43 of 50

43. Question

What does the “ABC” rule mean in sales?

A: Follow the process

B: Ask Before Closing

C: Always Be Closing

D: Keep it simple

Question 44 of 50

44. Question

When categorizing your prospects, which of the following is not a correct category?

A: Friends and acquaintances

B: Best relationships/loyal customers

C: Warm prospects

D: Hot prospects

Question 45 of 50

45. Question

Your chances of closing a deal are ________ with category A prospects (“hot prospects”).

A: significantly higher

B: significantly lower

C: not good

D: no different

Question 46 of 50

46. Question

How often should you check in with your category B prospects (“best relationships/loyal customers”)?

A: day

B: week

C: 60 days

D: 12 months

Question 47 of 50

47. Question

For category C prospects (“warm prospects”), you’ll be primarily communicating with them through __________.

A: meeting in-person

B: email

C: phone calls

D: Zoom

Question 48 of 50

48. Question

With category D prospects (“cold contacts”), the goal is just basically to _____________.

A: communicate daily

B: communicate weekly

C: keep in touch

D: delete them from your contact list

Question 49 of 50

49. Question

What is a great way to add value to your follow-ups?

A: Surprise them by showing up to their workplace with a fresh cup of coffee.

B: Share an article/video about the model they like or another interest of theirs.

C: Invite them to your birthday party or family event.

D: Ask them for referrals.

Question 50 of 50

50. Question

What’s a good response when a customer says, “Don’t follow up, I’ll call you.”?

A: “Ok, I’ll wait to hear from you then.”

B: “I really think I should be the one to follow up with you.”

C: “How can I be sure that you will actually follow up?”

D: “That’s fine. If I don’t hear from you, when should I give you a call?”