Section 1 — Client Identification & Opening (Days 1–3) · Q1–4
Q1
Which combination BEST describes the ideal client for digital marketing services?
A
New startup with no revenue yet
B
Established business with revenue, competitive online pressure, but limited digital activity
C
Large enterprise with a dedicated internal marketing team
D
Any business willing to pay
Q2
Why is 'pain-first messaging' more effective than leading with product features?
A
It is shorter and saves time
B
Clients feel understood before the pitch, creating trust and making them receptive to the solution
C
It helps avoid talking about price
D
Features are too technical for most clients
Q3
When explaining SEO to a restaurant owner, which version is most effective?
A
SEO involves optimising meta tags, Domain Authority, and backlink profiles
B
SEO means your restaurant comes up when people nearby search on Google - without paying for ads
C
SEO is complicated but don't worry, we handle it
D
SEO uses algorithms to index and rank content
Q4
What is the most effective opening question when beginning a discovery conversation?
A
What is your monthly revenue?
B
Have you tried digital marketing before?
C
What does success look like for your business in the next 6 months?
D
Would you like to be on the first page of Google?
Section 2 — Pitch, Pricing & Objections (Days 4–12) · Q5–10
Q5
A business spends Rs.20,000/month on Google Ads and generates Rs.80,000 in sales. What is their ROAS?
Q6
What are the five parts of an effective pitch structure, in order?
A
Introduction, Features, Benefits, Objections, Close
B
Situation, Problem, Solution, Investment, Next Step
C
Research, Proposal, Presentation, Negotiation, Agreement
D
Product, Price, Place, Promotion, People
Q7
A client says your price is too expensive. What should you do FIRST?
A
Offer a 20% discount immediately
B
Pause and ask 'Compared to what?' then revisit the value calculation
C
Reduce the scope of work
D
Explain all the effort involved in your work
Q8
When handling 'I need to think about it', what is the most important immediate action?
A
Give them space and wait for them to contact you
B
Send a discount offer to help them decide
C
Ask what specifically they need to think through, and book a specific follow-up date
D
Move on to the next prospect
Q9
How should you handle a prospect who says they already have a digital marketing agency?
A
Tell them their agency is probably not delivering results
B
Give up - an existing agency relationship cannot be replaced
C
Ask about results, find the uncovered channel gap, and offer to complement rather than replace
D
Match their current agency's pricing
Q10
A demo walkthrough should include three specific moments. Which option correctly names them?
A
Product Tour, Feature Demo, Pricing Reveal
B
The Gap, The Opportunity, The Specificity
C
Introduction, Case Study, Call to Action
D
Platform Overview, Competitor Analysis, Proposal
Section 3 — Industries & Advanced Sales (Days 13–26) · Q11–17
Q11
What are the three most common digital marketing pain points for D2C e-commerce brands?
A
Website design, social media followers, and press coverage
B
Scaling paid acquisition profitably, improving post-purchase retention, reducing paid channel dependence
C
Finding influencers, managing returns, building a mobile app
D
Email list size, blog traffic, and SEO rankings
Q12
Why is the ROI case for digital marketing 'almost writes itself' for real estate clients?
A
Real estate developers have the largest budgets
B
The transaction value per customer is so high that even one additional qualified lead makes the investment obvious
C
Real estate is the easiest industry to rank on Google
D
Real estate doesn't require approval for advertising
Q13
Why is running Instagram Reels ads generally NOT the right approach for pitching a CA firm?
A
CA firms don't have Instagram accounts
B
The channel and format don't match the audience or the credibility positioning of a professional services firm
C
Instagram Reels are too expensive
D
ICAI prohibits CA firms from advertising on Instagram
Q14
What is the 3-line cold outreach formula?
A
Company background, service list, call to action
B
Specific observation about them, what you do, one specific offer or question
C
Greeting, pitch, pricing, close
D
Problem statement, solution, testimonial, offer
Q15
A one-page proposal must include which four sections?
A
Company history, team credentials, case studies, pricing
B
Situation, What We'll Do, Investment, What Success Looks Like
C
Market analysis, competitor research, strategy overview, deliverables list
D
Introduction, services menu, terms and conditions, signature block
Q16
When is the best time to ask for a referral from an existing client?
A
During the first week of onboarding
B
After delivering a visible, specific win when the client's satisfaction is highest
C
At the moment they first sign
D
Once every 12 months regardless of performance
Q17
What type of promise is appropriate to make to a new client at onboarding?
A
We will get you to position 1 on Google within 60 days
B
We guarantee a 5x ROAS by month 3
C
We will have campaigns live by a specific date, send weekly updates, and conduct a monthly review
D
We will get you 50 leads per month regardless of budget
Section 4 — Strategy & Personal Brand (Days 27–28) · Q18–20
Q18
What does the 'lighthouse vs spotlight' concept recommend about building a personal brand?
A
Cold call as many people as possible
B
Build a consistent, specific personal brand that attracts the right clients to you rather than always chasing them
C
Focus all energy on one large client
D
Avoid social media and rely on referrals only
Q19
What is the primary purpose of a client brief in digital marketing?
A
To get the client to sign an agreement
B
To bridge what the client wants and what the agency builds - eliminating ambiguity about goals, audience, and constraints
C
To document the agency's process for internal use
D
To impress the client with strategic thinking
Q20
In a complete 3-stage sales process, what is the correct sequence?
A
Pitch → Discovery → Follow-up
B
Proposal → Meeting → Discovery
C
Discovery → Pitch → Follow-up
D
Cold outreach → Proposal → Discovery
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