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FirmFive: Phase II. Compare
Test Description: This game is designed to help associates master the Compare Phase of the FirmFive Buying Process.
Instructions: Answer all questions to get your test result.
1) The first step in the Compare Phase of the FirmFive Buying Process is to:
A
explain the color coding on our showroom floor
B
ask the guest if he/she likes a firm, plush, or pillowtop mattress
C
ask the guest if they've ever tried Tempur-Pedic
D
transition to the Comparison Center as an exclusive, easy, & quick way to find the right mattress
2) After we've taken the guest to the Comparison Center, we:
A
have the guest test the yellow, orange, and red beds
B
show an adjustable base
C
ask the guest if he/she has tried a Tempur-Pedic before
D
verbally explain the differences between the different colored mattresses in our store
3) Which color do we always have our guests try first (assuming the guest doesn't object)?
A
Yellow
B
Blue
C
Red
D
Orange
4) What is the primary reason for properly executing the Compare Phase of the FirmFive Buying Process?
A
To find the right color preference
B
Identify guests' needs & wants from a retailer, allowing the guest to compare our products/services
C
To explain how we beat every other competitor out there
D
To show Tempur-Pedic
5) Why is active listening most important in the Compare Phase in the FirmFive Process?
A
It is important to make sure the guest feels like you care
B
The guest is giving us the information we need to find a solution to their mattress needs
C
People like to talk, so they enjoy others who like to listen
D
Guests skirt around the truth so you have to listen closely
6) What type of qualifying questions are usually asked during the Compare Phase?
A
Surface & Problem Questions
B
Problem & Probing Questions
C
Problem Questions
D
Probing Questions
7) Why do we explain our Happiness Guarantees at the end of the Compare Phase?
A
The guest may want same day delivery and we have Red Carpet Delivery service!
B
So the guest understands that it is ok if he doesn't like the first bed he buys
C
So the guest will tell us early if he found a better price somewhere else
D
During the Compare Phase, we help the guest identify/compare needs he may not even know he had
8) Why do we ask at least 3 questions about the guest's sleep needs during the Compare Phase?
A
Guests like to talk about themselves
B
It reminds us to ask a lot of questions instead of talking too much
C
It is the most direct way to gather information about a guest's sleep needs
D
Every problem question should be followed w/ 2 probing questions when we listen actively
9) Why might careful attention to our F.I.Z. or POP Materials impact our success during the Compare Phase?
A
Guests may worry about purchasing from a store which appears to be managed poorly
B
To truly compare our products/services as superior to our competitors, the guest must SEE this too
C
Guests don't want to lay down on a dirty bed
D
Guests want to see that there is a big sale going on
10) Why should we make a BIG deal about the color coding in our stores?!!!
A
It makes shopping quicker for our guests!
B
It gives the guest an easy shopping process to follow!
C
It helps our guest find the right mattress!
D
It is exclusive!!! Exclusive products/services are what set us apart when compared to competitors!
*select an answer for all questions
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