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






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






3. 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.






4. 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)






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






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






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






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






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






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






11. Classification allows two factors to be considered simulataneously






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






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






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






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






16. The benefits the buyer indicates are important and represent value






17. 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






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






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






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






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






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






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






24. Influence based on special skills or knowledge






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






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






27. Price based on geographical location or zone of customers






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. 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






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






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






32. 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






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






34. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






39. Standard price charged to customers






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






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






42. 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






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






44. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






48. (amount added to cost/cost)






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






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