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






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






3. Price based on geographical location or zone of customers






4. Respond to the objection by telling the prospect s/he is wrong






5. Listen - Acknowledge - Assess - Respond - Confirm






6. 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






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






8. Standard price charged to customers






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






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






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






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






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






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






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






16. (amount added to cost/cost)






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






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






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






20. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points






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






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






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






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






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






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






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






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






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






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






31. One time reduction in prices commonly used in both consumer and industrial goods






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






33. Influence based on special skills or knowledge






34. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.






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






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






37. 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)






38. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:






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






40. 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






41. 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






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






43. Single-factor analysis - portfolio analysis






44. 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.






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






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






47. Intensity - Persistence - Direction






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






49. 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






50. 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