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






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






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






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






5. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






10. 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)






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






12. 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






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






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






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






16. 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






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






18. (amount added to cost/selling price)






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






20. Assessment - Discovery - Activation - Projection - Transition






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






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






23. The seller pays all shipping costs






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






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






26. Classification allows two factors to be considered simulataneously






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






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






29. 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






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






31. Price after allowance for all discounts






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






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






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






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






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






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






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






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






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






41. Price based on geographical location or zone of customers






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






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






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






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






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






47. 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






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






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






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