Cold Call Script Certification Quiz

Format: Closed-book. 20 questions. 25 minutes. Passing score: 17/20 (85%). This certifies script knowledge - it does not replace live-call coaching, which should follow within the rep's first week of dialing.

Section A - Opening & Pattern Interrupt (Q1-4)

Q1. What is the primary purpose of the first 7 seconds of a cold call? A) Introduce every product feature B) Earn the right to keep talking by disrupting the "sales call" pattern the prospect expects C) Ask for the meeting immediately D) Apologize for the interruption Correct: B

Q2. True or False: You should say "How are you today?" as your opening line. Correct: False - it signals a scripted telemarketing call and invites an automatic brush-off.

Q3. Write, word-for-word, your company's approved opening line (the first sentence after the prospect answers). (Scored against the current approved script - any deviation in the required disclosure language is an automatic point loss.)

Q4. A prospect answers and immediately says "I'm in a meeting." What is the correct next move per the script? A) Hang up B) Acknowledge, ask for 27 seconds or offer a specific callback window, and let them choose C) Talk faster to fit in the full pitch D) Ask why they're in a meeting Correct: B

Section B - Discovery Questions (Q5-8)

Q5. Which of these is an open discovery question rather than a closed one? A) "Do you have a budget for this?" B) "Are you the decision maker?" C) "Walk me through how your team handles [problem] today." D) "Is now a good time?" Correct: C

Q6. True or False: Discovery questions on a cold call should be used to build rapport, not to qualify. Correct: False - on a cold call, discovery questions qualify fit and earn the meeting; rapport is a byproduct, not the goal.

Q7. List the 3 required qualifying questions from the approved script that must be asked before offering a meeting time. (Scored against the current script's mandatory qualifying block.)

Q8. A prospect gives a vague answer to a discovery question ("yeah, it's fine I guess"). What is the correct script response? A) Move on to the next question immediately B) Ask a clarifying follow-up before moving on C) Assume the answer means "no problem exists" and end the call D) Repeat the same question verbatim Correct: B

Section C - Objection Handling (Q9-13)

Q9. What is the first step in the script's objection-handling sequence, before offering a response? A) Immediately counter the objection B) Acknowledge the objection out loud so the prospect feels heard C) Ask for the meeting again D) Change the subject Correct: B

Q10. True or False: "I'm not interested" this early in the call is almost always a reflex, not a final decision. Correct: True

Q11. Write, word-for-word, the approved response to the "send me some information" objection. (Scored against the current approved script.)

Q12. Write, word-for-word, the approved response to the "we already have a vendor for this" objection. (Scored against the current approved script.)

Q13. A prospect raises the same objection twice after you've responded once. What does the script instruct? A) Repeat the identical response a second time B) Escalate to a different angle or acknowledge and offer a low-commitment next step C) Argue until they agree D) End the call Correct: B

Section D - Value Proposition & Positioning (Q14-16)

Q14. The value proposition on a cold call should be framed around: A) Every feature of the product B) The specific outcome relevant to what the prospect just said in discovery C) A generic company overview D) Price Correct: B

Q15. True or False: You should lead with pricing on a cold call if the prospect asks directly. Correct: False - the script's approved response reframes toward fit/value before any number is shared; confirm the exact reframe language with your manager.

Q16. Write, word-for-word, the one-sentence value statement from the approved script. (Scored against the current approved script.)

Section E - Next Step & Close (Q17-18)

Q17. What does the script instruct you to do when offering a meeting time? A) Ask "would you be interested in a meeting?" B) Offer two specific time options and ask which works better C) Ask them to check their calendar and call you back D) Leave it open-ended ("whenever works for you") Correct: B

Q18. True or False: If a prospect agrees to a meeting, the call should end immediately without confirming a calendar invite will follow. Correct: False - the script requires confirming how/when the calendar invite will arrive before ending the call.

Section F - Compliance & Professionalism (Q19-20)

Q19. Which of the following must be disclosed on every recorded call in an all-party consent state? A) Nothing - recording is automatic B) That the call may be recorded, stated before recording begins C) Only if the prospect asks D) The rep's manager's name Correct: B

Q20. True or False: If a prospect asks to be removed from the call list, you should note it and call back next quarter to check if timing has changed. Correct: False - opt-out requests must be honored and logged immediately; no further calls to that number.

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Scoring Rubric

Category breakdown (use to target remediation, not just the total score):

• Opening & Pattern Interrupt: ___ / 4
• Discovery Questions: ___ / 4
• Objection Handling: ___ / 5
• Value Proposition: ___ / 3
• Next Step & Close: ___ / 2
• Compliance & Professionalism: ___ / 2

Certification Sign-Off

Rep name: _______________________ Date: _______________ Score: _____ / 20 Result: PASS / CONDITIONAL / FAIL Certifying manager: _______________________ Signature: _______________________ Retake date (if applicable): _______________________