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. (amount added to cost/cost)






2. Price based on geographical location or zone of customers






3. Assessment - Discovery - Activation - Projection - Transition






4. Classification allows two factors to be considered simulataneously






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






6. Single-factor analysis - portfolio analysis






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






8. 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






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






10. 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






11. 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)






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






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






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






15. 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.






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






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






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






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






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






22. 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






23. 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)






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






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






26. Standard price charged to customers






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






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






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






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






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






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






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






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






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






36. 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






37. The seller pays all shipping costs






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






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






40. 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






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






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






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






44. Influence based on special skills or knowledge






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






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






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






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






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






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