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






2. 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






3. 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






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






5. 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






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






7. 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






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






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






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






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






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






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






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






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






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






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






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






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






20. Listen - Acknowledge - Assess - Respond - Confirm






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






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






23. 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)






24. (amount added to cost/selling price)






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






26. Standard price charged to customers






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






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






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






30. 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)






31. Assessment - Discovery - Activation - Projection - Transition






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






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






34. 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






35. The seller pays all shipping costs






36. 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)






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






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






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






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






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






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






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






44. 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)






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






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






47. Influence based on special skills or knowledge






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






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






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