RBS Actual Full Exam Questions With Correct Detailed Answers.

4 C's - correct answer Count = Individual Garment check sheet Comfort = Tell, Show, Expirance Cintas = Cintro Contract = Our service based agreement Buying Motives - correct answer Image Employee Benefit ID/Security Competitive Advantage Safety Soil Protection/Sanitiziation Teamwork/Morale Business Objectives (Big 6) - correct answer Growth - More customers Profit Increase Productivity Customer Service Reduce Turnover Competitive Advantage Differentiate from competition 4 Objectives of Rapport Building - correct answer 1. Set the agenda (PPP) 2. Validate BM's + BO's 3. Validate current program 4. Validate DM + Process Uncover any +/- Bias Why is it important to make clear distinction between objectives of rapport building and methods used to acheive them? (3 main reasons) - correct answer 1. Your prospects time is valuable 2. Your time is valuable 3. Every Prospect is different Transition from Rapport building to Looking @ Garments - correct answer "In order to give you an apples to apples comparison, it is critical that WE take a look at your uniforms and the exchange area to give you an accurate price quote" Top 10 Service Issues - correct answer 1. Shortages 2. Repairs/Damages 3. Upgrades 4. Comfort 5. Cleaning Quality 6. Inconsistent Fit 7. Turnaround Time 8. Communication/Responsiveness 9. Driver/SSR 10. Fluctuating Invoice Probe Cycle Objectives (2) and Methods - correct answer Objectives 1. Gain agreement service isues exist (F) (E) (A) 2. Set program requirements for the next uniform program (P) (R) Methods F - Focus E - Evidence A - Agreement P - PONC R - Set Requirement Presenting Objectives (4) - correct answer 1. Clairfy Currrent Method 2. Present Cintas Uniqueness 3. Establish Cintas uniqueness as a program requirement 4. Present the Garments Transition from Clarifying Current method to presenting Cintas Uniqueness - correct answer "Let me show you why that doesn't work and how Cintas is completely different then everyone else in the Industry" Transition from Presenting Uniqueness to presenting the Garments - correct answer " Mr Prospect, selecting garments for your employees is a BIG decision. Therefore Cintas has designed our garments to clothes your employees like to wear. Things they already buy at retail stores. Let me show you exactly what I am talking about...." Closing Methods (3) - correct answer 1. Choosing colors + styles 2. Scheduling a fiting event 3. Summarizing the appointment Handling Objections Objectives - correct answer Emphathize Clarify Isolate Respond PPP NP - correct answer Purpose Procedure Payoff "Hey Ed, just to recap what we talked about the phone, I just got done working with ___ and ___ I was able to help incr