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. (amount added to cost/cost)






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






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






4. 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)






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






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






7. Power that results from the authority to bestow rewards on other people






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






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






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






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






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






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






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






15. Assessment - Discovery - Activation - Projection - Transition






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






17. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication






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






19. 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






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






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






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






23. Classification allows two factors to be considered simulataneously






24. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable






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






26. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection






27. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured






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






29. Price after allowance for all discounts






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






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






32. 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






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






34. 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






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






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






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






38. 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






39. 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.






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






41. Standard price charged to customers






42. 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






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






44. Intensity - Persistence - Direction






45. 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






46. The seller pays all shipping costs






47. (amount added to cost/selling price)






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






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






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