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Test your basic knowledge |
Personal Selling
Start Test
Study First
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. Price based on geographical location or zone of customers
zone price
Importance of managing expectations
Sequence of the Sales Presentation
cloverleaf pattern
2. 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
Sequential Stages of Self-Leadership
organized presentation
customer value proposition
reward power
3. Dollar amount added to the product cost to determine its selling price
net price
Markup
Different types of Routing plans
zone price
4. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
FOB destination
SPES sequence for presenting sales aids
different types of objections
consumer discount
5. The benefits the buyer indicates are important and represent value
confirmed benefits
methods for handling resistance
Importance of managing expectations
Forestall
6. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
customer value proposition
confirmed benefits
The dimensions of motivation
different ways of earning commitment
7. (amount added to cost/selling price)
Determine Markup based on price (% markup on price)
net profit
net price
Steps in the Selling Process
8. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
canned presentation
relationship enhancers
The human needs
straight line route pattern
9. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
cloverleaf pattern
list price
Relationship enhancement activities
proxemics
10. A quality or characteristic of a product or service that is designed to provide value to a buyer
ways to approach a prospect
features
Self-Leadership
importance of followup and customer retention
11. Certainty - uncertainty - significance - connection and love - needs of spirit
sales presentations
The human needs
Types of discounts
straight line route pattern
12. Intensity - Persistence - Direction
The dimensions of motivation
FOB destination
Different types of account classifications
sales dialogue
13. 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
leapfrog pattern
ways to approach a prospect
compensation
importance of followup and customer retention
14. Expert power - referent power - coercive power - reward power - legitimate power
different ways of earning commitment
Sources of power
non-cumulative quantity discounts
Relationship enhancement activities
15. Power that results from the authority to bestow rewards on other people
sales call
reward power
sales presentations
net profit
16. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
expert power
needs of the prospect
SPES sequence for presenting sales aids
coercive power
17. 1. attention 2. interest 3. desire4. conviction 5. purchase
mental steps in buying
net profit
types of sales presentations
relationship enhancers
18. Some training is required; customizable while being written but not delivered; may be percieved as more credible
written proposal
Different types of account classifications
non-cumulative quantity discounts
compensation
19. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
check back or response check
legitimate power
Importance of managing expectations
FOB destination
20. 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)
Markup
circular route pattern
straight line route pattern
importance of followup and customer retention
21. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
canned presentation
compensation
benefits
Sequence of the Sales Presentation
22. (amount added to cost/cost)
canned presentation
Resolving Complaints
cash discounts
Determine Markup based on cost (% Markup based on cost)
23. The added value or favorable features of the product or service the seller offers
Sources of power
Characteristics of effective sales goals
benefits
compensation
24. Influence based on special skills or knowledge
Sequence of the Sales Presentation
expert power
cumulative quantity discounts
proxemics
25. Single-factor analysis - portfolio analysis
confirmed benefits
Markup
Different types of account classifications
types of sales presentations
26. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
sales call
organized presentation
components in the sales Dialogue Template
customer value proposition
27. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
Different types of Routing plans
FOB destination
reward power
Markup
28. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
expert power
canned presentation
straight line route pattern
third party reinforcement
29. The money remaining after the costs of marketing and operating the business are paid
Relationship Detractors
Sequential Stages of Self-Leadership
net profit
reward power
30. 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
compensation
major city pattern
sales presentations
needs of the prospect
31. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
components of a sales proposal
sales presentations
Steps in the Selling Process
Resolving Complaints
32. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
indirect denial
confirmed benefits
third party reinforcement
Types of discounts
33. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
Importance of managing expectations
steps to resolving complaints
check back or response check
circular route pattern
34. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
sales call
check back or response check
Markup
handling objections(LAARC)
35. Power that stems from a formal management position in an organization and the authority granted to it
Types of discounts
circular route pattern
canned presentation
legitimate power
36. An appointment - agreement for next meeting - agreement for product demo - a sale
components of a commitment
net price
Types of discounts
direct denial
37. Introduce the source of the objection before the prospect brings it up
cumulative quantity discounts
Forestall
Self-Leadership
customer value proposition
38. Standard price charged to customers
gross profit
list price
components of a commitment
indirect denial
39. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
steps to resolving Complaints
written proposal
SPES sequence for presenting sales aids
Resolving Complaints
40. Price after allowance for all discounts
net price
Self-Leadership
list price
Relationship Detractors
41. Personal goals - sales call goals - account goals - territory goals
organized presentation
net price
importance of followup and customer retention
Levels of sales goal
42. One-time price reductions the producer passes on to channel members or directly to the consumer
consumer discount
straight line route pattern
Characteristics of effective sales goals
Different types of Routing plans
43. Money available to cover the costs of marketing - operating the business - and profit.
Resolving Complaints
types of sales presentations
gross profit
non-cumulative quantity discounts
44. 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
confirmed benefits
Single-factor analysis
sequential Components of Effective Followup
components in the sales Dialogue Template
45. Classification allows two factors to be considered simulataneously
handling objections(LAARC)
zone price
coercive power
Portfolio Analysis
46. 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.
non-cumulative quantity discounts
ADAPT
Importance of managing expectations
sales dialogue
47. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
straight line route pattern
different ways of earning commitment
Forestall
FOB (free on board)
48. 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)
net price
Importance of managing expectations
leapfrog pattern
features
49. Need - product or service features - company or source - price - time(stalling)
different types of objections
types of sales presentations
Resolving Complaints
proxemics
50. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
cash discounts
relationship enhancers
types of sales presentations
net profit