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| 1. Scripting personalizes your sales presentation. |
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| 2. Judging the customer by how they dress is the best way to know which products to present. |
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| 3. Which is not a type of script presented within this article? |
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A.
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Compare/Contrast |
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B.
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Package or Bundling |
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C.
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Ups and Extras |
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D.
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Prescription Evaluation |
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| 4. Speaking the same language as the customer is called: |
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A.
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Perceptual Matching |
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B.
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Unique Speak |
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C.
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Mirroring Dialogue |
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D.
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Monologue |
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| 5. Visual aids are the following; a) lens mats b) demo lenses c) lens menu d) handing the customer the lightweight frame |
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A.
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a,b only |
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B.
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c,d only |
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C.
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a,b, & c only |
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D.
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all of the above |
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| 6. Identify a compare/ contrast script |
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A.
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This frame would look great on you! |
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B.
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This frame will minimize the edge thickness of your lens, the other frame you’ve indicated would show more thickness. |
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C.
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Your prescription will only look good in the frame I’ve chosen for you. |
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D.
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The best lens for you will be polycarbonate Transitions; you’ll love it. |
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| 7. A customer’s Rx is -3.00 +1.50 X 17 OD and -2.25 +1.00 X 10 OS with a +2.50 add power. What’s the best lens for this customer? |
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A.
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A high index progressive with anti-reflective coating |
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B.
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A Transitions plastic lens |
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C.
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Over the counter readers |
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D.
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Not enough information; find out how many hours they work at a computer. Maybe a progressive pair and a single vision pair would be best. |
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| 8. Bundling prices is done in what other industry? |
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A.
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Paper |
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B.
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Automobiles |
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C.
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Beauty products |
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D.
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Shoe |
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| 9. Limitation of reading field in progressive lenses should be explained especially well to: |
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A.
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Over the counter reader wearers |
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B.
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Repeat progressive wearers |
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C.
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Sunglass customers |
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D.
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Myopes |
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| 10. A customer’s Rx is +4.50 -1.00 X 86 OD and +3.75 -0.25 X 117 OS with a +2.50 add OU. They’ve come into your office with the idea that they would like a rimless drill mount frame. Which script would be best to steer them to the most appropriate frame choice? |
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A.
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What? You’ve got to be joking! That would look terrible! |
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B.
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Your lenses will become very thick due to the size of frame. A semi-rimless frame is also lightweight and I’d suggest an aspheric design in a thinner and lighter lens materials. Let me show you... |
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C.
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Can we talk? My uncle had one of those crazy frames once and it broke! It was just like this one over here... |
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D.
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Let’s look at all of your options before we decide. Do you like plastic frames? This one looks good over here. |
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| 11. When are product evaluation scripts used? |
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A.
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Summing up the prescription and finding out how the customer is expecting to use the eyewear. |
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B.
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Discussing lens options |
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C.
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Chatting about decorating tips and remodeling |
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D.
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Discussing the doctor’s recommendations about their follow up care. |
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| 12. Using a script is like using: |
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A.
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A cutting board, chop up the choices |
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B.
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A navigation system, it guides your sale |
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C.
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An omelet, mix up ingredients and serve. |
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D.
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A fine wine, the longer it ages, the better it is. |
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| 13. If a customer doesn’t look "high end" or mentions using insurance skip your discussion of: |
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A.
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Anti-reflective coating |
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B.
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Nothing, present all appropriate options |
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C.
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Transitions, it’s too expensive and rarely covered |
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D.
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Drill mounts |
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| 14. Product specific scripts should remain constant. |
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| 15. Customers that indicate that they are technically savvy should hear a product script that includes words like: |
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A.
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Aspheric, stability, reduced |
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B.
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Flattened, durable, thinner |
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C.
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New, better, great |
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D.
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Sag, Seg drop, inset |
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