Cintas Exam| Complete Questions
and Answers
introduction, purpose, procedure & payoff, appointment - -4 steps of a
phone script
- "hello, my name is caitlin with cintas..the reason for my call is we are
currently servicing jerrys auto and abc trucking in your area. I was able to
help them by consolditing vendors and reducing their overall costs. Ill be in
your area on thursday does 2 pm or 3 pm work better? - -phone call role
play
- 80 calls/ 8 appointments/ 15 emails - -How many dials, contacts and
appointments should you aim to have per phone block, per hour
- - -Rep to explain the seeding process
- - -Why is seeding important?
- 1. Build Rapport
2. Probe Cycle
3. Present
4. Cintro
5. Close
6. Handle Objections - -What is each step of RBS
- 1. Build rapport: validate business owner/ DM process, positive/negative
bias, survey of evidence - -1. Build rapport: Objectives and methods
- 2. Identify opportunity, P.O.N.C., Close on change, position features and
program requirements - -2. Probe Cycle: Objectives and methods
- 3. Tell prospect how Cintas meets requirements, position advantages as
program requirements, presenting the proposal - -3. Present: Objectives and
methods
- 4. Build Credibility, Doing business with leader - -4. Cintro: Objectives and
methods
- 5.Summarize, Gain Agreement - -5. Close: Objectives and methods
- 6. Empathize, clarify, isolate, respond - -6. Handle Objections :Objectives
and methods
, - 1. Focus- remind prospect of BM
2. Evidence- show not consistent with BM
3. Agreement- gain agreement with customer that evident is inconsistent
4. P.O.N.C.- make them feel potential pain/ cost of not having service
5. Set requirement- establish program would be better if pain was removed
6. Set Benefit: make sure prospect agrees that benefit is important and
would be at an advantage moving forward - -6 steps of the Probe Cycle in
RBS
- Price of non-conformance: the potential pain/ cost to not have our service
or program - -What does PONC stand for? what does using it entail?
- it shows our process- presents value with working with an industry leader -
-What do you think presenting cintro is important part of the sales process?
- 1. Principle Objective
2. Management Systems
3. Corporate Character - -What are the three elements of corporate culture
at cintas?
- We will exceed our customers expectations to maximize the long term
value of Cintas, for its shareholders and working partners - -what is the
principal objective?
- 1. professionalism
2. high principles and moral values
3. we act with competitive urgency
4. positive discontent - -what are the four components of cintas corporate
character?
- What is the safety vision? - -1. every cintas location is accident and illness
free
2. every cintas partner is engaged in contiously improving safety
3. Cintas is widely recognized as a world leader in safety
- we do not make promises we cant deliver, we do not have someone other
than the decision maker sign, we do not sign the service agreement for DM,
consult manger if faced with unethical practices - -what does it mean to be
ethical with customers?
- New Presentations X Close Rate X Average Account Size
More presentations = Higher close ratio - -Sustained Success Model:
- - -what are the four helmet laws?
and Answers
introduction, purpose, procedure & payoff, appointment - -4 steps of a
phone script
- "hello, my name is caitlin with cintas..the reason for my call is we are
currently servicing jerrys auto and abc trucking in your area. I was able to
help them by consolditing vendors and reducing their overall costs. Ill be in
your area on thursday does 2 pm or 3 pm work better? - -phone call role
play
- 80 calls/ 8 appointments/ 15 emails - -How many dials, contacts and
appointments should you aim to have per phone block, per hour
- - -Rep to explain the seeding process
- - -Why is seeding important?
- 1. Build Rapport
2. Probe Cycle
3. Present
4. Cintro
5. Close
6. Handle Objections - -What is each step of RBS
- 1. Build rapport: validate business owner/ DM process, positive/negative
bias, survey of evidence - -1. Build rapport: Objectives and methods
- 2. Identify opportunity, P.O.N.C., Close on change, position features and
program requirements - -2. Probe Cycle: Objectives and methods
- 3. Tell prospect how Cintas meets requirements, position advantages as
program requirements, presenting the proposal - -3. Present: Objectives and
methods
- 4. Build Credibility, Doing business with leader - -4. Cintro: Objectives and
methods
- 5.Summarize, Gain Agreement - -5. Close: Objectives and methods
- 6. Empathize, clarify, isolate, respond - -6. Handle Objections :Objectives
and methods
, - 1. Focus- remind prospect of BM
2. Evidence- show not consistent with BM
3. Agreement- gain agreement with customer that evident is inconsistent
4. P.O.N.C.- make them feel potential pain/ cost of not having service
5. Set requirement- establish program would be better if pain was removed
6. Set Benefit: make sure prospect agrees that benefit is important and
would be at an advantage moving forward - -6 steps of the Probe Cycle in
RBS
- Price of non-conformance: the potential pain/ cost to not have our service
or program - -What does PONC stand for? what does using it entail?
- it shows our process- presents value with working with an industry leader -
-What do you think presenting cintro is important part of the sales process?
- 1. Principle Objective
2. Management Systems
3. Corporate Character - -What are the three elements of corporate culture
at cintas?
- We will exceed our customers expectations to maximize the long term
value of Cintas, for its shareholders and working partners - -what is the
principal objective?
- 1. professionalism
2. high principles and moral values
3. we act with competitive urgency
4. positive discontent - -what are the four components of cintas corporate
character?
- What is the safety vision? - -1. every cintas location is accident and illness
free
2. every cintas partner is engaged in contiously improving safety
3. Cintas is widely recognized as a world leader in safety
- we do not make promises we cant deliver, we do not have someone other
than the decision maker sign, we do not sign the service agreement for DM,
consult manger if faced with unethical practices - -what does it mean to be
ethical with customers?
- New Presentations X Close Rate X Average Account Size
More presentations = Higher close ratio - -Sustained Success Model:
- - -what are the four helmet laws?
