Question 1
1. What is a Shotgun Approach? (pg. 198)
A. Aiming sales efforts in a general area of potential work and hoping you hit as many
opportunities as possible.
B. Aiming on particular targets.
C. Aiming on specific markets.
D. Targeting specific prospects based on pre-selected factors.
CORRECT ANSWER
A.
Question 2
2. What does SWOT stand for? (pg. 56)
A. Success, Winning, Overcoming, Timing
B. Strength, Weakness, Opportunities, Threats
C. Strength, Winning, Opportunities, Timing
D. Success, Weakness, Overcoming, Threats
CORRECT ANSWER
B.
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,Question 3
4. How do you calculate your ROI? (pg. 12)
A. Total Marketing Expenses - Total Revenue = Total Return on Investment
B. Total Marketing Expenses + Total Revenue = Total Return on Investment
C. Total Revenue - Total Marketing Expenses = Total Return on Investment
D. Total Revenue + Total Marketing Expenses = Total Return on Investment
CORRECT ANSWER
C.
Question 4
3. What is the budgeting approach that draws on goal-based, percentage and project
methods?
A. Boot Straps & Chains
B. Belt & suspenders
C. Sock Garters
D. Boot straps
CORRECT ANSWER
B.
Question 5
5. What would NOT be included in a Rainmaking System (pg. 536)
A. Call and Meet Quotas
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,B. Contact Tracking
C. Process for meeting new people to add to the contact base
D. Writing proposals
CORRECT ANSWER
D.
Question 6
6. What is not included in gaining repeat business (pg. 546)
A. Professional Development
B. Trust
C. Integrity
D. Communication
CORRECT ANSWER
A.
Question 7
8. What is included in a Letter of Agreement? (pg. 563)
A. Terms and Conditions in which payment will be made
B. Scope of work to be performed
C. Time in which the work is to be performed
D. All of the above
CORRECT ANSWER
D.
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, Question 8
7. What is Value Pricing? (pg. 556)
A. How many hours it will take to complete an assignment
B. Setting the price of a service based on its value to the client
C. Estimating how many days a project will take to complete
D. Setting the price of a product based on its value to the customer
CORRECT ANSWER
B.
Question 9
9. Form of budgeting to use when planning continues throughout the budgeting process:
A. Percentage
B. Projection
C. Goal-based
D. Belt & Suspenders
CORRECT ANSWER
C.
Question 10
10. What are two ways to increases a firm win rate? (pg. 294)
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1. What is a Shotgun Approach? (pg. 198)
A. Aiming sales efforts in a general area of potential work and hoping you hit as many
opportunities as possible.
B. Aiming on particular targets.
C. Aiming on specific markets.
D. Targeting specific prospects based on pre-selected factors.
CORRECT ANSWER
A.
Question 2
2. What does SWOT stand for? (pg. 56)
A. Success, Winning, Overcoming, Timing
B. Strength, Weakness, Opportunities, Threats
C. Strength, Winning, Opportunities, Timing
D. Success, Weakness, Overcoming, Threats
CORRECT ANSWER
B.
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,Question 3
4. How do you calculate your ROI? (pg. 12)
A. Total Marketing Expenses - Total Revenue = Total Return on Investment
B. Total Marketing Expenses + Total Revenue = Total Return on Investment
C. Total Revenue - Total Marketing Expenses = Total Return on Investment
D. Total Revenue + Total Marketing Expenses = Total Return on Investment
CORRECT ANSWER
C.
Question 4
3. What is the budgeting approach that draws on goal-based, percentage and project
methods?
A. Boot Straps & Chains
B. Belt & suspenders
C. Sock Garters
D. Boot straps
CORRECT ANSWER
B.
Question 5
5. What would NOT be included in a Rainmaking System (pg. 536)
A. Call and Meet Quotas
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,B. Contact Tracking
C. Process for meeting new people to add to the contact base
D. Writing proposals
CORRECT ANSWER
D.
Question 6
6. What is not included in gaining repeat business (pg. 546)
A. Professional Development
B. Trust
C. Integrity
D. Communication
CORRECT ANSWER
A.
Question 7
8. What is included in a Letter of Agreement? (pg. 563)
A. Terms and Conditions in which payment will be made
B. Scope of work to be performed
C. Time in which the work is to be performed
D. All of the above
CORRECT ANSWER
D.
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, Question 8
7. What is Value Pricing? (pg. 556)
A. How many hours it will take to complete an assignment
B. Setting the price of a service based on its value to the client
C. Estimating how many days a project will take to complete
D. Setting the price of a product based on its value to the customer
CORRECT ANSWER
B.
Question 9
9. Form of budgeting to use when planning continues throughout the budgeting process:
A. Percentage
B. Projection
C. Goal-based
D. Belt & Suspenders
CORRECT ANSWER
C.
Question 10
10. What are two ways to increases a firm win rate? (pg. 294)
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