CPC Sales Techniques & Marketing for Preplanning 3

Question 1

Which metric is the most direct indicator of a preneed consultant's sales effectiveness?

Accepted Answer

The closing ratio of presentations to signed contracts

Answer

The closing ratio—contracts signed divided by presentations made—directly measures how effectively a consultant converts opportunities into sales.

Question 2

A preplanning consultant should maintain a client database primarily to:

Accepted Answer

Manage follow-up schedules, record preferences, and strengthen long-term relationships

Answer

A well-maintained client database enables timely, personalized follow-up and helps consultants remember individual client preferences, which builds trust and accelerates the sales process.

Question 3

Which of the following is an example of a 'third-party endorsement' in preneed marketing?

Accepted Answer

A local hospital chaplain speaking positively about the funeral home's preplanning program to patients

Answer

A third-party endorsement occurs when a credible, independent party—like a chaplain, attorney, or social worker—recommends the funeral home's services to their own clients or contacts.

Question 4

In the AIDA marketing model, what does the 'D' stand for, and how does it apply to preneed sales?

Accepted Answer

Desire — creating an emotional want for the peace of mind that preplanning provides

Answer

In AIDA (Attention, Interest, Desire, Action), Desire refers to building an emotional connection to the benefits of preplanning, such as relieving family burden, which motivates prospects to act.

Question 5

A preneed consultant who bundles merchandise, services, and transportation into a single price is using which sales strategy?

Accepted Answer

Package or combination pricing

Answer

Package pricing combines related items into one price, which simplifies the decision for the client, often increases the total sale value, and reduces the likelihood of item-by-item price objections.

CPC - Certified Preplanning Consultant Practice Test

CPC - Certified Preplanning Consultant Practice Test

CPC Sales Techniques & Marketing for Preplanning 3