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June 22, 2010The true-false quiz is an excellent teaching device. It can make the session more interesting, too. Devise an all inclusive quiz. Every important area, then, is certain to be discussed. Also, the quiz serves as a good review of the sales training highlights. Most people think a quiz is for testing the learners. It is not. It’s a test of the instructor. It shows how well he taught.
SAMPLE QUIZ ON APPROACHES
Type of Selling: Over the counter.
1. There are three types of approaches. TRUE FALSE
2. The salutation approach is always used on friends, TRUE FALSE
3. “May I help you?” is an overworked service approach. TRUE FALSE
4. “What may I show you?” is a good service approach, TRUE FALSE
5. A merchandise approach saves time. TRUE FALSE
6. The customer’s name should not be used in the approach. TRUE FALSE
7. Tell a waiting customer, “I’ll be with you in a moment.” TRUE FALSE
8. You should never have anything in your hands during the approach. TRUE FALSE
After the quiz has been distributed and scored, discuss each question. “Who has the answer to the first one . . . False? You’re right – that’s false! But what’s the main idea there? So what should you do as a result?”
The important thing is to bring out the underlying teaching point. How the individual answered the question is not significant. What the group finally learned about it — that’s the thing.
Multiple choice and completion type questions can also be used. True-false is usually best, however, because it’s so simple.
Don’t grade adults. They resent it. Instead, let each person correct his own paper. They’ll usually want a “yardstick,” so give it to them: “If you missed only three, you did very well. If you missed less than three, you should be the instructor!”
Let them keep their tests. Encourage a review at some future date. But avoid a school room atmosphere. Adults absolutely will not accept it. They left school long ago and they’re not going back!
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