Foundations Accreditation for In-Person Training

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1. Sales Triage In-Person: Foundations Assessment Foundations Accreditation Foundations Accreditation for In-Person Training

The goal of training is to learn. The purpose of an assessment is not simply to pass or “win”, but to identify areas that may need further review to ensure full understanding and development.

There is no time limit to complete this assessment, but it should be completed in exam conditions. This means you will want to:

  • be in a quiet environment where you won’t be disturbed for up to 60 minutes
  • set aside any notes, workbooks or search engines and rely solely on your own knowledge
  • take your time to consider your answers carefully rather than rushing to finish

This is a pass-or-fail assessment, with a pass mark of 80%. Not everyone passes on the first attempt, but when you do, you can be confident that you have absorbed the course content and developed your knowledge towards becoming a professional salesperson.

“Knowing” is only part of the process. You’ll also want to practise and apply your knowledge until it becomes second nature.

If you’d prefer to review the course content further before taking the assessment, you can always return to it later to improve your chances of earning the Sales Triage Foundations Certification.

If you have any questions, don’t hesitate to get in touch.

Paul Tacey-Green

Foundations Assessment

1. The Cingulate Gyrus of the Limbic System in the human brain is responsible for (select all that apply) *
2. People do things for their own reasons and *
3. A Sales Person is (select all that apply) *
4. Match the behaviours of a salesperson below *
5. Signs that you haven’t built enough rapport and are being perceived as 'just another salesperson' include (select all that apply): *
6. When the buyer is in control of the buying process, they guarantee that all of their problems are solved, in the best way possible *
7. Bonding and Rapport is part of the Sales System which occurs throughout the engagement. Order the 7 remaining parts of the system below *

Drag and Drop the items into the correct order.

Post-Sell
Timeline
Investment
Pain
Decision Making
Fulfilment
Mutual Success Agreement
8. The three tiers of a pain are the… (do not repeat the first letters in your response) *

S
C
I

9. Which of the following are key motivations for someone to go through the discomfort of change? (Select all that apply) *
10. MELTWHEN are eight questions that get to the root of a problem and qualify a symptom as a full pain *
11. What does MELTWHEN stand for? (do not repeat the first letters in your response) *

Can you tell me M?
Can you give me an E?
How L has that been a problem?
What else have you T?
Did that W?
H much has that cost you?
(E) How does that make you ?
Have you N up?

12. Sparring… (select all that apply) *
13. The image above is how we bring a sparring session to a pause, to reset or adapt the path the session is taking. *
14. "Would it be helpful if…" is an example of *
15. An Ok-ness Bubble describes… *
16. Complete the following sentence *

is a verbal technique to lower the potential impact or objection that someone may have to the words or questions you say

17. Transactional Analysis suggests that the ‘Adult’ ego state is the most desirable for productive sales conversations *
18. When you assume the role of a Parent in a conversation, you will force the other person into the role of *
19. What are some of the problems of either party being in the Child ego state during a conversation? (select all that apply) *
20. Words and Phrases that could suggest I am assuming a Child state include (select all that apply) *
21. Match the body language with the Ego state *
22. DISC stands for (do not repeat the first letters in your response) *

D
I
S
C

23. Match the personality trait with the DISC personality type *
24. Match the DISC personality with the typical behaviour *
25. To establish an Adult-Adult conversation at the start of the meeting we could *
26. Which of the following behaviours can damage trust and break rapport? (Select all that apply) *
27. People primarily make decisions based on logic, then justify them with emotions *
28. What is the purpose of using a ‘Pattern Interrupt’ during a sales conversation? *
29. If someone starts telling you about a pain they have that you can't solve you should *
30. If we are uncomfortable with silence, we may make sounds that *
31. A HAYT Crime stands for (do not repeat the first letters in your response) *

H A Y T?

32. What could we do to take control of our rate of success? *
33. Pay Time is *
34. Frogs are *
35. Failure is *
36. The ‘Pendulum Theory’ encourages salespeople to stay slightly ahead of the prospect’s level of positivity to maintain momentum. *
37. What distinguishes experienced pain from referred pain? *
38. Which of the following are examples of maintaining the prospect’s “OK-ness” during a sales conversation? (Select all that apply) *
39. Qualifying out an opportunity is considered a failure *
40. What should you do if a prospect cannot articulate a financial or emotional impact when discussing a problem? *
41. Which techniques are part of effective sparring practices? (Select all that apply) *
42. The most effective sales processes should be simple and able to be clearly explained to prospects. *
43. What is the purpose of using “Negative Questioning” in a sales conversation? *
44. Which of the following are examples of ‘leading indicators’ that a salesperson could track? (Select all that apply) *

That’s the end of the assessment. When you’re happy with your answers, hit submit below.

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