Question 1

What's the difference between the sales package and sales playbook?

Accepted Answer

A) the sales playbook consists of three parts,and the sales package consists of five parts. 
B) the sales brochure and ufoc are part of the sales playbook but not the sales package. 
C) the mission statement and opening benefits are part of the sales package but not the sales playbook. 
D) the sales package is used by the franchisor to give a prospective franchisee a good sales presentation;the sales playbook helps the salesperson sell to customers. 
A) the sales playbook consists of three parts,and the sales package consists of five parts. 
B) the sales brochure and ufoc are part of the sales playbook but not the sales package. 
C) the mission statement and opening benefits are part of the sales package but not the sales playbook. 
D) the sales package is used by the franchisor to give a prospective franchisee a good sales presentation;the sales playbook helps the salesperson sell to customers. D

Question 2

Franchisors often determine a franchisee's likelihood of success by looking at two things.What are they?

Accepted Answer

A) personality and experience 
B) personality and financial net worth 
C) experience and knowledge of the franchise 
D) knowledge of the franchise and financial net worth 
A) personality and experience 
B) personality and financial net worth 
C) experience and knowledge of the franchise 
D) knowledge of the franchise and financial net worth B

Question 3

What is a realistic number for a sample size when doing market research?

Accepted Answer

A) 50 
B) 300 
C) 500 
D) 1,000 
A) 50 
B) 300 
C) 500 
D) 1,000 B

Question 4

Why do most franchisees choose to go into business with a franchised company?

Accepted Answer

A) a successful franchising operation would satisfy some of their wants and desires. 
B) they have finally decided to try something "on my own." 
C) they are seeking a change in their life. 
D) all of the above. 
A) a successful franchising operation would satisfy some of their wants and desires. 
B) they have finally decided to try something "on my own." 
C) they are seeking a change in their life. 
D) all of the above.

Question 5

How much of successful selling consists in simply listening to the prospective buyer?

Accepted Answer

A) 5% 
B) 25% 
C) 50% 
D) 80% 
A) 5% 
B) 25% 
C) 50% 
D) 80%

Question 6

How might you describe the professional approach to sales?

Accepted Answer

A) talks 70%,listens 30% 
B) pushy 
C) customer oriented 
D) faster 
A) talks 70%,listens 30% 
B) pushy 
C) customer oriented 
D) faster

Question 7

Which of the following is true about the serious prospective franchisee?

Accepted Answer

A) he/she is not looking to start the franchise as soon as possible. 
B) he/she is very straightforward about his/her interest,availability,and financial resources. 
C) he/she is cautious about disclosing his/her intentions. 
D) his/her time frame generally increases as his/her interest level increases. 
A) he/she is not looking to start the franchise as soon as possible. 
B) he/she is very straightforward about his/her interest,availability,and financial resources. 
C) he/she is cautious about disclosing his/her intentions. 
D) his/her time frame generally increases as his/her interest level increases.

Question 8

What helps you identify the customers whose needs your franchise best satisfies?

Accepted Answer

A) target marketing 
B) marketing research 
C) inquiries 
D) a professional approach to sales 
A) target marketing 
B) marketing research 
C) inquiries 
D) a professional approach to sales

Question 9

Which of the following is NOT one of the four P's of selling?

Accepted Answer

A) power 
B) pleasure 
C) profit 
D) practice 
A) power 
B) pleasure 
C) profit 
D) practice

Question 10

What is the key to convincing someone to purchase your franchise,product,or service?

Accepted Answer

A) features 
B) personality 
C) experience 
D) benefits 
A) features 
B) personality 
C) experience 
D) benefits

What's the difference between the sales package and sales playbook?

Franchisors often determine a franchisee's likelihood of success by looking at two things.What are they?

What is a realistic number for a sample size when doing market research?

Why do most franchisees choose to go into business with a franchised company?

How much of successful selling consists in simply listening to the prospective buyer?

How might you describe the professional approach to sales?

Which of the following is true about the serious prospective franchisee?

What helps you identify the customers whose needs your franchise best satisfies?

Which of the following is NOT one of the four P's of selling?

What is the key to convincing someone to purchase your franchise,product,or service?

Franchising: History and Overview

Recognizing Franchising Opportunities

The Franchisor Business Plan

Franchisor Management, Organization and Administrative Policy

The Franchise Marketing Process

Co-Branding

Managing the Franchisors Operations Process

Location and Site Selection

Accounting and Financial Statements: Presentation and Uses

Financial Management and Fiscal Planning Tools and Techniques

Information Systems in Franchising

Franchise Legal Documents

Trademarks, Copyrights, Patents, and Trade Secrets Stage Five: the Franchisee

Investigating Franchise Opportunities

Financing Your Franchised Business

Marketing the Franchisee Business

Managing the Franchisee Business Stage Six: the Franchiserfranchisee Relationship

The Franchising Relationship

Franchiser Support Services Stage Seven: Current Issues in Franchising

Social Responsibility and Business Ethics

International Franchising

Filters

Exam 6: Selling Franchises and Marketing Research

What's the difference between the sales package and sales playbook?

Franchisors often determine a franchisee's likelihood of success by looking at two things.What are they?

What is a realistic number for a sample size when doing market research?

Why do most franchisees choose to go into business with a franchised company?

How much of successful selling consists in simply listening to the prospective buyer?

How might you describe the professional approach to sales?

Which of the following is true about the serious prospective franchisee?

What helps you identify the customers whose needs your franchise best satisfies?

Which of the following is NOT one of the four P's of selling?

What is the key to convincing someone to purchase your franchise,product,or service?

Franchising: History and Overview

Recognizing Franchising Opportunities

The Franchisor Business Plan

Franchisor Management, Organization and Administrative Policy

The Franchise Marketing Process

Co-Branding

Managing the Franchisors Operations Process

Location and Site Selection

Accounting and Financial Statements: Presentation and Uses

Financial Management and Fiscal Planning Tools and Techniques

Information Systems in Franchising

Franchise Legal Documents

Trademarks, Copyrights, Patents, and Trade Secrets Stage Five: the Franchisee

Investigating Franchise Opportunities

Financing Your Franchised Business

Marketing the Franchisee Business

Managing the Franchisee Business Stage Six: the Franchiserfranchisee Relationship

The Franchising Relationship

Franchiser Support Services Stage Seven: Current Issues in Franchising

Social Responsibility and Business Ethics

International Franchising

Filters