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






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






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






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






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






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






7. Listen - Acknowledge - Assess - Respond - Confirm






8. Price after allowance for all discounts






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






10. (amount added to cost/cost)






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






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






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






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






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






16. (amount added to cost/selling price)






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






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






19. 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)






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






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






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






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






24. 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






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






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






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






28. 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






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






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






31. Price based on geographical location or zone of customers






32. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






38. 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






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






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






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






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






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






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






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






46. 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






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






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






49. 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)






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