1. What do you consider the top 3 priorities on the
13 point job description?
2. How do you determine the purchasing potential of
an account?
3. How do you advise a new sales person to select a
customer base?
4. What is the average amount of total purchases in
10 accounts?
5. What is the average amount of total purchases in
40 accounts?
6. How do you put together a one year sales plan
for a new DSR?
7. How do you put together a five year sales plan
that will exceed 6 million in annual sales?
8. How can you have your sales people make use of
the 'law of averages' to increase sales?
9. What does pinpoint relevancy mean and how can it
help increase your gross profit?
10. What is the difference between a non commercial
and commercial account?
11. Why is the foodservice industry going to
experience huge growth over the next 20 years?
12. What are the three level of a sales team and
how do manage each level?
13. What is a KPI and what are five examples of the
most effective use of them?
14. Why does unwarranted praise backfire?
15. What was the key ingredient a company used to
start with $50 and exceed one billion in sales?
16. Why do 46% of sales people leave their job?
17. What was a key ingredient you can duplicate to
improve your results 75%?
18. What strategy did an insurance company use to
double the sales of their agents?
19. How did a “customer appreciation
dinner” close down every restaurant in town?
20. Sales people need an answer to what very
important personal question?
21. What is the most important single thing you can
do to keep your sales team motivated?
22. What is the primary job of a sales manager?
23. What are the most effective steps in correcting
the performance of a sales person?
24. What are the six most effective rules for
handling customer problems?
25. What are the 4 ingredients used to write an
effective sales presentation or sales letter?
26. Before making a presentation you must have the
answer to what six questions?
27. Why is copywriting an important skill for a
sales manager?
28. What are the 9 interview questions to ask when
hiring a new DSR?
29. Out of the 20 DSR evaluation questions, what do
you think are the top 5 and why?
30. What are the top 3 reasons that cause a DSR to
fail at their job?
31. What are the four most desirable qualities of a
DSR?
32. What is the best kept training secret in the
world and how can you use it?
33. What are the 7 skills of a master sales person
and how can you train a DSR to implement them?
A DSM is the unknown soldier in the industry.
Their responsibilities are huge and their resources are non-existent. The information in
this manual is geared toward helping them maximize their efforts and get amazing results
from their team.