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. Business conversations between buyers and sellers that occur as salespeople attempt to initiate - develop - and enhance customer relationships. Sales dialogue should be customer-focused and have a clear purpose.






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






3. 1. attention 2. interest 3. desire4. conviction 5. purchase






4. Price based on geographical location or zone of customers






5. 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)






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






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






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






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






10. 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






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






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






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






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






15. Standard price charged to customers






16. 1) 7-10 times more expensive to get a new customer compared to retaining an old one. 2) 5% increase in customer retention can increase profits from 25% to 125% 3) most fortune 500 companies lose 50% of their customers in five years






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






18. 1) Interact- maximize number of critical encounters 2) Connect- maintain contact with multiple members of the buying team and maintain consistency of the message 3) Know- interpret the gathered information from multiple sources and develop insights i






19. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles






20. ABC analysis the simplest and most often used method for classifying accounts. Accounts are categorized on the basis of a single factor and placed into three or four categories






21. Manufacturer reduces prices to channel members to compensate for services they perform






22. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid






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






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






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






26. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else






27. A territory routing plan used when the territory is composed of a major metropolitan area and the territory is split into a series of geometric shapes reflecting each ones concentration and pattern of accounts






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






29. 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)






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






31. Dollar amount added to the product cost to determine its selling price






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






33. 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)






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






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






36. The money remaining after the costs of marketing and operating the business are paid






37. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement






38. (amount added to cost/selling price)






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






40. 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






41. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern






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






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






44. Personal goals - sales call goals - account goals - territory goals






45. (amount added to cost/cost)






46. 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






47. Classification allows two factors to be considered simulataneously






48. Territory routing plan in which the salesperson begins at the office and moves in an expanding pattern of concentric circles that spiral across the territory. (evenly distributed)






49. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.






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