The Sales Process Evaluator, learn how you can improve your sales process.

<%@ ENABLESESSIONSTATE = False Language = "VBScript" %> <% Dim c, ctmp, k, ktmp, cAnsTotal, cQuesTotal, cScore Dim EmailUser, EmailBody Dim kName, kTitle, kComp, kPhone, kComment Dim QuizAns(25) ' The following variables define your quiz. You will redefine the ' variables for each quiz. Be sure to rename this file to represent ' the quiz name! Const ThisPageName = "SalesProcessEvaluator.asp" 'change this to be the same name as this page is named Const EmailAdmin = "penoyercom@comcast.net" 'change this to be the email receiver(you) Const EmailSubject = "SalesProcessEvaluator" 'change this to be the email subject Dim Quiz(25,8) For c = 1 to 25 Quiz(c,1)="" Quiz(c,2)="" Quiz(c,3)="" Quiz(c,4)="" Quiz(c,5)="" Quiz(c,6)="" Quiz(c,7)="" QuizAns(c)="" Next ' This is the Q&A array. It is a 2 dimensional array. ' The first dimension differentiates the 25 potential questions ' and answers. The second dimension represents the actual question text(1), ' answer text(2-6), the number of the correct answer(7), and the explanation(8). ' Don't forget the quotes at the beginning and end of the! ' If you use quotes inside the text, double the quotes like "". 'Question 1: Quiz(1,1) = "1. We have a formal and documented (written) sales process?" 'Available answers for Q1:" Quiz(1,2) = "No." Quiz(1,3) = "Yes" 'Correct answer# for Q1: Quiz(1,7) = "3" Quiz(1,8) = "There are a number of reasons for documenting your sales process: Consistency, Training, Fine tuning. The biggest reason however, is that best practices don't trickle down or propagate throughout the sales organization, only short cuts and bad habits do!" 'Question 2: Quiz(2,1) = "2. We have specific procedures (scripts) for handling common actions such as; qualifying, handling objections, dealing with a specific competitor, or doing an evaluation" 'Available answers for Q2:" Quiz(2,2) = "No." Quiz(2,3) = "Yes." 'Correct answer# for Q2: Quiz(2,7) = "3" Quiz(2,8) = "If you have a documented process, but do not have this level of detail you are missing a significant opportunity. These individual actions usually have a best practice method that salespeople should be following and they must be documented." 'Question 3: Quiz(3,1) = "3. The message our sales team delivers is the same as marketing's company and product positioning in our literature and on the web." 'Available answers for Q3:" Quiz(3,2) = "No." Quiz(3,3) = "Yes." 'Correct answer# for Q3: Quiz(3,7) = "3" Quiz(3,8) = "If your marketing and sales messages are not consistent, it is likely you are not using your sales process to tell customers the most powerful story." 'Question 4: Quiz(4,1) = "4. We have a specific method and strategy in place to track actual field selling practices against our best practice sales process?" 'Available answers for Q4:" Quiz(4,2) = "No." Quiz(4,3) = "Yes." 'Correct answer# for Q4: Quiz(4,7) = "3" Quiz(4,8) = "There is almost always a big gap between theory and execution. If you are not tracking actual field practices regularly you will probably discover that the sales process is not being consistently delivered." 'Question 5: Quiz(5,1) = "5. We provide the sales team with a hard-copy of the sales process document to help them execute properly and or solve problems in the sales process when they arise?" 'Available answers for Q5:" Quiz(5,2) = "No." Quiz(5,3) = "Yes." 'Correct answer# for Q5: Quiz(5,7) = "3" Quiz(5,8) = "Salespeople must get a hard copy of the sales process. Without this document in their hands they will not be consistent and your coaching effectiveness will suffer." 'Question 6: Quiz(6,1) = "6. Our managers use the above document with salespeople as a coaching tool?" 'Available answers for Q6:" Quiz(6,2) = "No" Quiz(6,3) = "Yes." 'Correct answer# for Q6: Quiz(6,7) = "3" Quiz(6,8) = "Coaching in air as we call it is highly ineffective. Coaching should always take place from a source document. If you don't have a best practices document to coach from, the coaching will not carry as much weight. Written information always carries more credibility than spoken." 'Question 7: Quiz(7,1) = "7. Our sales training reflects and includes the known internal best practices of our selling process? Note that any packaged sales training program would not do this unless customized." 'Available answers for Q7:" Quiz(7,2) = "No." Quiz(7,3) = "Yes." 'Correct answer# for Q7: Quiz(7,7) = "3" Quiz(7,8) = "A sales process is only as good as the best practices that make it up. If you have not made a concerted effort to collect the known best practices from existing experience and management, you have left considerable opportunity on the table." 'Question 8: Quiz(8,1) = "8. Our sales training reflects the critical skills demanded by our sales process?" 'Available answers for Q8:" Quiz(8,2) = "No." Quiz(8,3) = "Yes." 'Correct answer# for Q8: Quiz(8,7) = "3" Quiz(8,8) = "A good sales process is only effective when executed with skill. If your sales training doesn't identify and teach the necessary critical skills to your sales process, your team will be ineffective in using the process." 'Question 9: Quiz(9,1) = "9. Our sales process uses and includes the best practices of many different sales models?" 'Available answers for Q9:" Quiz(9,2) = "No." Quiz(9,3) = "Yes." 'Correct answer# for Q9: Quiz(9,7) = "3" Quiz(9,8) = "There are many excellent sales models and methods and each has contributions to make to your selling process. Not researching the whole of sales theory all the best practices that can be applied to your sales process will surly limit its effectiveness." 'Question 10: Quiz(10,1) = "10. If a number of sales people were asked to tell you the correct way we handle objections, would you get exactly the same answer from each?" 'Available answers for Q10:" Quiz(10,2) = "Probably not." Quiz(10,3) = "Absolutely." 'Correct answer# for Q10: Quiz(10,7) = "3" Quiz(10,8) = "A sales process is a collection of best practices. If your salespeople would not answer the same, they aren't using the process or the best practices." 'Question 11: ' etc, etc for each question '----------------------end of questions 'Populate answer array: For c = 1 to 25 QuizAns(c) = Request.Form("Q" & CStr(c)) Next %> The Sales Process Evaluator, learn how you can improve your sales process.

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<% 'Section picker ' If there are any answers submitted then we go to section 2 ' Otherwise.... If QuizAns(1) = "" then %>
The Sales Process Evaluator

This sales process evaluator has two purposes. First, to help you identify what factors may be lacking in your sales process. Second, that we may via the results give you some sound ideas as to how you can improve.

Please enter your first name; your title and company are optional, but greatly appreciated! You must fill in a VALID e-mail address if you wish to receive a your process evaluation.

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Do not answer YES to a question unless you are in complete complience.

<% For c = 1 to 25 If Quiz(c,1) > "" then %>

<% =Quiz(c,1) %>

<% End If Next %> Comments or questions about the evaluator.

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<% 'Section 2 ' this section is displayed to display test results, and also to send email Else 'First, calculate score... cAnsTotal = 0: cQuesTotal = 0 For c = 1 to 25 If Quiz(c,1) > "" Then cQuesTotal = cQuesTotal + 1 'question count If QuizAns(c) = Quiz(c,7) then cAnsTotal = cAnsTotal + 1 'correct answer count End If End If Next cScore = CInt((cAnsTotal/cQuesTotal) * 100) k = CStr(cScore) & "% - " If cScore < 60 then k = k & "The chances are you have very serious weaknesses in your sales process that could result in significant additional revenues if corrected." ElseIf cScore < 70 then k = k & "You have probably defined your selling process and execution. However, you are probably still leaving lots of money on the table that could be recovered with some additional tuning." ElseIf cScore < 80 then k = k & "You may have opportunities in your process but they are mostly related to the quality of your best practices and execution." Else k = k & "Your opportunities lie in the area of improving your best practices and the execution of the process by the sales team!" End If %>

THE SALES PROCESS EVALUATOR
Thank you for taking this evaluation.

We hope that you find it a valuable experience and that you picked up some ideas that can improve your efforts.

Please tell your friends and associates about the evaluator and our website. Although the site’s primary purpose is to help us get more clients, we also want to provide valuable information and education that will help everyone achieve their selling and management goals.

NEXT STEP: Now that you are thinking about your selling process, you will find it valuable to evaluate your sales presentation. Click here.

YOUR SALES PROCESS EVALUATION RESULTS: SCORE: <% =k %>

<% 'capture form variables... kName = Request.Form("name") kTitle = Request.Form("title") kComp = Request.Form("company") kPhone = Request.Form("phone") EmailUser = Request.Form("Email") kComment = Request.Form("comment") '---start assembling the Email body----- If kName = "" then kName = "(No name provided)" EmailBody = kName & ", " & EmailUser & vbcrlf EmailBody = EmailBody & kTitle & vbcrlf EmailBody = EmailBody & kCompany & vbcrlf If kPhone > "" then EmailBody = EmailBody & "I want info: " & kPhone & vbcrlf End If EmailBody = EmailBody & vbcrlf & "THE SAELS PROCESS EVALUATOR" & vbcrlf & vbcrlf EmailBody = EmailBody & "Sales Process Evaluator RESULTS FOR " & UCASE(kName) & ":" & vbcrlf EmailBody = EmailBody & "SCORE: " & CStr(cScore) & "%" & vbcrlf & vbcrlf '----end email body------- 'question review... For c = 1 to 25 k = "" If Quiz(c,1) > "" then k = "QUESTION " & Quiz(c,1) EmailBody = EmailBody & k & vbcrlf %>

<% =k %>
<% 'select text and text color... If QuizAns(c) = Quiz(c,7) then k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & " " Else k = "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & "
" k = k & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) End If Response.Write (k) EmailBody = EmailBody & "YOUR ANSWER: " & Quiz(c,CInt(QuizAns(c))) & vbcrlf EmailBody = EmailBody & "CORRECT ANSWER: " & Quiz(c,CInt(Quiz(c,7))) & vbcrlf %>
EXPLANATION: <% =Quiz(c,8) %>

<% EmailBody = EmailBody & "EXPLANATION: " & Quiz(c,8) & vbcrlf & vbcrlf End If Next '----------end of question review If kComment > "" then EmailBody = EmailBody & "User Comment: " & kComment & vbcrlf End If %>

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<% 'Email sender... If EmailUser > "" then Dim objMail Set objMail = CreateObject("CDO.Message") objMail.Subject = EmailSubject objMail.From = EmailUser objMail.To = EmailAdmin objMail.TextBody = EmailBody objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/sendusing") =2 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserver") ="relay-hosting.secureserver.net" objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpserverport") =25 objMail.Configuration.Fields.Item ("http://schemas.microsoft.com/cdo/configuration/smtpauthenticate") =1 objMail.Configuration.Fields.Update objMail.Send Set objMail = Nothing End If End If %>

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