Show:
Selling Process A
Selling Process B
Recap A
Recap B
Miscellaneous
100

This is a distinctive aspect or attribute of a product

Feature

100

With what type of buyer would a coworker use a 30 second drill?

New Buyer

100

In NYC, what is our #1 off-premise brand by volume?

Truly

100

In NYC, what is our #1 on-premise brand by volume?

Coney Island

100

What are the 3 steps of the selling process?

Open, proposal, close

200
What opening approach is this? 


"I want to get you converted to Winter Lager, romance our new Truly Vodka Seltzer, and discuss World Cup features with you."

Agenda Approach

200

What type of closing technique is this? 

"Will you take 1cs of Truly Vodka Seltzer on your delivery for Friday?"

Direct

200

In NYC, what is our #2 Off-Premise brand by volume?

Angry Orchard

200

In NYC what is our #3 On-Premise brand by volume?

Angry Orchard

200

This is how often you should be listening vs speaking in a sales call, also known as the __ / __ rule

80-20 rule 

300

What does LAER stand for?

LISTEN, ACKNOWLEDGE, EXPLORE, RESPOND

300

What opening approach is this? 

"If you have 5 minutes, I want to tell you about a way I can double your draft profits by upgrading your beer selection with Coney Island." 

Initial Benefit Statement

300

Fill in the blank: ___________ style ciders are the fastest growing in the category

High ABV (fruit cider now declining -10%)

300

Fill in the blank: __________ now has over a 7pt share lead over Mike’s in the FMB category

TWISTED TEA

300

Finish what ya got. 300pts per coworker

Nice job 

400

What are the 4 Types of Openings?

30 Second Drill, Reaffirm Successes & Services, Initial Benefit Statement, Agenda Approach

400

What are the 6 closing techniques?

SADCUT - Summary of Benefits, Assumptive, Direct, Choice, Urgency, Close
400

Fill in the blank: We saw the Seltzer SKU count _________ for the first quarter in the segment’s history in Q3, as retailers are starting to trim the longtail of small unproductive brands. 

DECLINE

400

This is our "Winning Statement" for Dogfish Head

Greater or Equal to New Belgium

400

What day in November are PDS Self-Evals due in Hops?

11/15

500

After you ____________, you know it is time to close the sale

ID a buying signal 

500

A ___________ phrase is what is used to turn a feature into a benefit to the retailer

CONVERSION

500

____% of our total off-premise volume is considered BEYOND BEER vs beer

78%

500

____% of our total on-premise volume is considered BEER vs beyond beer. 

70%

500

What style of beer is Winter Lager? (hint: 3 words)

Spiced wheat bock