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






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






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






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






5. Single-factor analysis - portfolio analysis






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






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






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






9. Intensity - Persistence - Direction






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






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






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






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






14. Price based on geographical location or zone of customers






15. 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






16. 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






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






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






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






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






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






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






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






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






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






26. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution






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






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






29. Price after allowance for all discounts






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






31. 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)






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






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






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






35. 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)






36. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






42. Influence based on special skills or knowledge






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






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






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






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






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






50. The seller pays all shipping costs