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Client Channel Quiz

Quiz by SMB Channel Sales Training

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22 questions
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  • Q1

    What can we get by meeting with our current clients?

    Referrals for new business opportunities

    External partner referrals

    All answers are correct

    Internal partner referrals

  • Q2

    .What is Connect 4?

    Focusing on referring your internal partners while working with clients

    Connecting yourself with a mentor who can show you the way in your role

    Connecting the dots within your territory by referring external partners and extracting referrals

    Upgrading clients to higher packages that we offer

  • Q3

    A business must be a client in order to participate in Paychex Referral Network

    True or False
  • Q4

    Which is NOT true about Paychex Referral Network?

    For their 4th referral, a client has a potential to earn 1 year of free payroll, up to $2500.

    Clients receive a credit once their referral runs their first 90 days of payroll with Paychex.

    Clients receive credits for sending referrals whether that referral signs up or not.

    A client could receive a $200 or $500 credit for sending 1 referral based on employee count.

  • Q5

    Where do you go to send the Paychex Referral Network Invite?

    Client blue pages

    Their payroll specialist sends the invite

    Salesforce opportunity page

    Salesforce prospect client page

  • Q6

    What are the steps in the client meeting?

    Agenda, Introduction to Insights, Insights Conversation, Scalable Solutions/PRN, Extract Referrals, Set Next Steps

    Purpose, Introduction, Probe, Present, Close

    Agenda, Introduction to Insights, Insight Conversation, Scalable Solutions, Demo Presentation, Close for Win or Next Steps

    Build Business Rapport, Purpose Statement, Discovery, Present Solutions, Extract Referrals, Set Next Steps

  • Q7

    What should you NOT do before every client meeting?

    Know their industry vertical

    Make sure you have the correct address 

    review their payroll journal, cash requirements, and invoice

    Ask someone to run the meeting for you

  • Q8

    Which resources do we have available to help with client meetings?

    All answers are correct

    SMB Presentation

    Insight Conversation Planner

    Determining & Scouting Planner

    Paychex Insights Guide

  • Q9

    Why is extracting referrals from clients so important for your business?

    Referrals can be converted to opportunities for new sales

    It shows that the client has friends

    Referrals are good for getting into new banks

    My clients can get paid for referrals that sell

  • Q10

    Which is NOT a goal of Connect 4?

    To help you expand your network of Banks and CPAs

    Gauge your clients satisfaction with their current Bank, CPA, etc. 

    Introduce your client to a new Bank or CPA based on their needs

    Refer your client to an internal Paychex partner

  • Q11

    Who could you talk to when you call a business to schedule an EUP?





  • Q12

    What should you do if you get a screener on the phone?

    Call back another time, the screener isn't who I need to speak with

    Push through them.  If you act like they aren't important they will want to pass you to someone who is important

    Don't bother calling back because this screener will answer the phone every time you call

    Ask questions to profile the business and prepare for the call back

  • Q13

    What should you do if you call a referral and the owner answers?

    Introduce yourself, mention who referred you, gather information and call back to set up the meeting

    Introduce yourself, mention who referred you and close for the meeting

    Introduce yourself, mention who referred you, present our solutions and give them price

    Introduce yourself, mention who referred you, present a value statement, close for the meeting

  • Q14

    All client referrals will have no objections to meet with you

    True or False
  • Q15

    What is a client upgrade?

    Moving a client to a package that better fits their needs

    Putting the client on PRN to start collecting referral revenue

    Referring a client to an ancillary partner to add to their package

    Introducing a new bank or CPA to our client


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