Test your basic knowledge |

Personal Selling

Subject : business-skills
Instructions:
  • Answer 50 questions in 15 minutes.
  • If you are not ready to take this test, you can study here.
  • Match each statement with the correct term.
  • Don't refresh. All questions and answers are randomly picked and ordered every time you load a test.

This is a study tool. The 3 wrong answers for each question are randomly chosen from answers to other questions. So, you might find at times the answers obvious, but you will see it re-enforces your understanding as you take the test each time.
1. Routing plan in which - beginning in one cluster - the salesperson works each of the accounts at that location and then jumps to the next cluster.(widely dispersed)






2. Money available to cover the costs of marketing - operating the business - and profit.






3. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust






4. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken






5. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach






6. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment






7. The benefits the buyer indicates are important and represent value






8. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up






9. Listen - Acknowledge - Assess - Respond - Confirm






10. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives






11. It is important to uncover the ________________ and match them with the benefits of your product in the presentation






12. The added value or favorable features of the product or service the seller offers






13. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight






14. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution






15. The seller pays all shipping costs






16. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader






17. Some training is required; customizable while being written but not delivered; may be percieved as more credible






18. (amount added to cost/selling price)






19. One-time price reductions the producer passes on to channel members or directly to the consumer






20. Power that stems from the authority to punish or recommend punishment






21. Realistic - yet challenging - specific and quantifiable - Time specific






22. (amount added to cost/cost)






23. Prospect information - customer proposition - sales call objective - situation and needs analysis - competitive situation - beginning sales dialogue - anticipate questions & objections - earn prospect commitment - building value through follow-up a






24. Territory routing plan in which the salesperson works a different part of the territory and travels in a circular loop back to the starting point.(concentrated in clusters - in different locations)






25. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value






26. Introduce the source of the objection before the prospect brings it up






27. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems






28. 1. Setting Goals and Objectives tory Analysis and Account Classification 3. Development and Implementation of Strategies/Plans 4. Tapping Technology and Automation 5. Assessment and Evaluation






29. An appointment - agreement for next meeting - agreement for product demo - a sale






30. Certainty - uncertainty - significance - connection and love - needs of spirit






31. Earned when buyers pay their bill within a stated period






32. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.






33. Discounts the customer receives for buying a certain amount of products over a stated period






34. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer






35. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints






36. Expert power - referent power - coercive power - reward power - legitimate power






37. 1. Introduction 2. Need discovery 3. Present benefits addressing the buyer's explicit needs 4. Continuation of prior sales calls should start with a summary of earlier calls 5. Pricing issues should not be focused on until the customer's needs have b






38. Price based on geographical location or zone of customers






39. Assessment - Discovery - Activation - Projection - Transition






40. Extensive training is required: customizable; interactive fosters trust






41. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.






42. Single-factor analysis - portfolio analysis






43. Standard price charged to customers






44. Intensity - Persistence - Direction






45. Power that stems from a formal management position in an organization and the authority granted to it






46. Need - product or service features - company or source - price - time(stalling)






47. Territory routing plan in which salespeople start from their offices and make calls in one direction until they reach the end of the territory.(located in clusters away from one another)






48. A quality or characteristic of a product or service that is designed to provide value to a buyer






49. List price - net price - zone price - FOB shipping point - FOB destination






50. Influence based on special skills or knowledge