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






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






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






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






6. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






10. 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)






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






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






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






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






15. Intensity - Persistence - Direction






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






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






18. 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






19. 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)






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






21. Single-factor analysis - portfolio analysis






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






23. Price after allowance for all discounts






24. 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






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






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






27. 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.






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






29. (amount added to cost/selling price)






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






31. 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






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






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






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






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






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






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






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






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






40. 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)






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






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






43. Price based on geographical location or zone of customers






44. 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






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






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






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






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






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






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