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






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






3. (amount added to cost/cost)






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






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






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






7. 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)






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






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






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






11. 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






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






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






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






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






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






17. Territory routing plan in which the salesperson begins at the office and moves in an expanding pattern of concentric circles that spiral across the territory. (evenly distributed)






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






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






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






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






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






23. Price after allowance for all discounts






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






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






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






27. Price based on geographical location or zone of customers






28. 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.






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






30. The seller pays all shipping costs






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






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






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






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






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






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






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






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






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






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






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






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






43. 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






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






45. 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






46. Standard price charged to customers






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






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






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






50. Assessment - Discovery - Activation - Projection - Transition