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Business Scripts Assessment

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Comprehensive 30-question assessment covering research scripts, sales scripts, objection handling, gatekeeper mastery, openers, and question libraries. Passing score: 80%.
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1. What is the primary purpose of a research script in sales?
To close the deal immediately To gather intelligence on the prospect before engaging To train new hires on product features To replace the need for a CRM
2. Which of the following is a core component of an effective sales opener?
A full product demo A value-driven hook that addresses the prospect's context A discount offer A detailed company history
3. What distinguishes an objection from a rejection in sales?
An objection is a request for more information; a rejection is a definitive no They are the same thing A rejection can always be converted An objection means the prospect is not qualified
4. In gatekeeper mastery, what is the recommended approach when a gatekeeper asks 'What's this regarding?'
Be vague and evasive Give a truthful but concise value statement Lie about the purpose Ask to speak to someone else immediately
5. What is a 'question library' used for in sales scripts?
A collection of FAQ answers A structured set of discovery questions to uncover pain points and needs A list of objections A training manual for product knowledge
6. When handling price objections, what is the most effective first step?
Immediately offer a discount Acknowledge the concern and reframe the value-to-cost ratio End the call Transfer to a manager
7. A full script differs from a one-page reference in that:
A full script is word-for-word; a one-pager is a talking-points summary They are identical A one-pager is longer A full script is only for email outreach
8. In the Sales Full Script, which section typically comes first?
Closing Opener Objection handling Discovery questions
9. Which best describes the Research Question Library's purpose?
To quiz salespeople on product knowledge To provide pre-vetted questions organized by buyer persona and stage To log customer complaints To replace CRM notes
10. When a prospect says 'We're happy with our current provider,' this is classified as:
A hard rejection A status-quo objection A closing signal A qualification criterion
11. What is the recommended length of an effective telephone opener?
30-60 seconds 5 minutes 10 minutes As long as needed to pitch everything
12. A gatekeeper should always be bypassed or avoided.
True False
13. The Objection Library should contain pre-written responses for at least 10-15 common objections.
True False
14. Research scripts are only useful for cold calling.
True False
15. The Question Library and the Objection Library serve identical functions.
True False
16. A Bonus Script in sales training typically covers a niche or high-value scenario not covered in the main scripts.
True False
17. List the four main types of libraries typically included in a comprehensive sales script system.
Openers, Questions, Objections, Research/Scripts Sales, Marketing, Finance, Operations Cold, Warm, Referral, Email Scripts, Decks, Case Studies, Demos
18. Name three common types of objections found in an Objection Library.
Price, Status-quo, Timing Features, Benefits, Pricing Email, Phone, Social Product, Service, Support
19. List the key stages of a sales call in correct order per the Sales Full Script.
Opener, Discovery, Presentation, Objection handling, Closing Closing, Presentation, Discovery, Opener, Objections Discovery, Opener, Closing, Objections, Presentation Presentation, Opener, Objections, Discovery, Closing
20. Name three pieces of information a research script should capture before a sales call.
Name/title, Company/industry, Likely pain points Social security number, Bank details, Home address Favorite color, Hobbies, Birthday Salary, Education, Marital status
21. A salesperson struggles with high objection rates early in calls. Which library should they review first?
The Openers Library The Closing Script The Pricing Sheet The Product Manual
22. What is the relationship between the Question Library and BANT qualification?
The Question Library provides actual questions for each BANT criterion (Budget, Authority, Need, Timeline) They are unrelated BANT replaces the Question Library The Question Library only covers Authority
23. A prospect says 'Call me next quarter.' How should the salesperson respond?
Accept it and move on Acknowledge the timeline concern, explore what needs to happen, and secure a specific calendar commitment Ignore the request and keep pitching Transfer to a manager
24. Why might a One-Page Reference Research document be more effective for an experienced salesperson than a Full Research Script?
Experienced reps need speed and reminders, not step-by-step instruction Experienced reps cannot read long documents One-pagers are always more effective Full scripts are only for managers
25. What distinguishes the Gatekeeper Script from the Bonus Script: Gatekeeper Mastery?
The Script is for use during the call; the Bonus Script is strategic training studied beforehand They are identical The Bonus Script is shorter The Script is for managers only
26. Which of these is NOT a sales resource category used by SGC?
Payroll documents Research scripts Objection libraries Sales scripts
27. The primary audience for a Research Full Script is:
Salespeople preparing for prospect engagement Customers reviewing their contract The accounting department External auditors
28. The Research Question Library is organized by:
Buyer persona and buying stage Alphabetical order Price of the product Date the question was written
29. A salesperson who has thoroughly prepared using the Research Script should be able to:
Personalize the opener and tailor discovery questions to the specific prospect Close the deal immediately Skip the discovery phase entirely Automate the entire call
30. The SGC approach to scripts emphasizes that the best sales conversations feel:
Natural, personalized, and consultative Scripted and robotic Aggressive and pushy Short and transactional