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FirmFive: Phase I. Connect
Test Description: This game is designed to help associates master the Connect Phase of the FirmFive Buying Process.
Instructions: Answer all questions to get your test result.
1) A guest enters your door! Based upon the 1st step in the FirmFive Connect Phase, you should:
A
wait 60 seconds then greet them enthusiastically
B
greet the guest within 10 seconds, coming around the desk to welcome & thank them for coming in
C
ask the guest if they need help after giving them a couple minutes to look around the store
D
ask the guest if they\'ve been into one of our stores within 10 seconds
2) The second step in the FirmFive Connect Phase is all about:
A
making a personal connection
B
transitioning the guest to the Comparison Center
C
building our brand
D
building value in our products
3) The third and final step in the FirmFive Connect Phase is:
A
explaining our showroom floor
B
selling the sale with ENTHUSIASM!!!
C
qualifying the guest
D
selling the sale
4) F.O.R.M. questions are used in the Connect Phase to build rapport. What does F.O.R.M. stand for?
A
Family, Occupation, Religion, Morals
B
Friends, Occupation, Recreation, Morals
C
Friends, Occupation, Recreation, Motivation
D
Family, Occupation, Recreation, Motivation
5) When it comes to selling the sale, the most important part of creating urgency is:
A
mentioning the sale early
B
explaining the savings offered
C
calling the sale by name
D
being enthusiastic
6) Why do we make a personal connection with our guests immediately when they enter our stores?
A
People buy from brands they like
B
People buy from companies they like
C
People buy from people they like
D
People buy from stores they like
7) Why do we exchange names during the Connect Phase of the FirmFive Buying Process?
A
To ensure the guest knows YOU are his/her sales associate
B
To check for be-backs or phone sales
C
Using names personalizes the guest's experience
D
To forget the guest's name after asking
8) Qualifying (not to be confused with FORM) questions used in the Connect Phase are primarily:
A
surface questions
B
solution questions
C
problem questions
D
probing questions
9) Why might we introduce other sales associates during the FirmFive Connect Phase?
A
Because I may not know as much as the associate I introduce
B
To create a warm and welcoming environment, where everyone is part of the Mattress Firm family
C
Because the associate I'm working with will relate better
D
So another associate can steal my sale
10) We follow the FirmFive Connect Phase because we know that most importantly:
A
multiple questions must be asked to find the right mattress
B
guests need a process to follow when buying a mattress
C
guests want to talk about themselves
D
enthusiasm & making a personal connection with the guest is key to selling
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