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. 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






2. (amount added to cost/selling price)






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






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






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






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






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






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






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






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






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






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






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






14. 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)






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






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






17. The seller pays all shipping costs






18. Listen - Acknowledge - Assess - Respond - Confirm






19. 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






20. 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






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






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






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






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






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






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






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






28. Standard price charged to customers






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






30. Price based on geographical location or zone of customers






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






32. 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)






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






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






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






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






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






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






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






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






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






42. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






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