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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. (amount added to cost/selling price)
Determine Markup based on price (% markup on price)
legitimate power
direct denial
Sequential Stages of Self-Leadership
2. 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
gross profit
components in the sales Dialogue Template
Different types of prices
components of a commitment
3. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
types of sales presentations
ADAPT
Self-Leadership
handling objections(LAARC)
4. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
proxemics
Different types of Routing plans
non-cumulative quantity discounts
needs of the prospect
5. Introduce the source of the objection before the prospect brings it up
Forestall
proxemics
sequential Components of Effective Followup
components in the sales Dialogue Template
6. Certainty - uncertainty - significance - connection and love - needs of spirit
The human needs
Levels of sales goal
sales dialogue
sales call
7. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
Characteristics of effective sales goals
major city pattern
different ways of earning commitment
components of a commitment
8. Power that stems from a formal management position in an organization and the authority granted to it
FOB (free on board)
reward power
Different types of account classifications
legitimate power
9. 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)
Levels of sales goal
leapfrog pattern
written proposal
methods for handling resistance
10. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
components of a sales proposal
net profit
ADAPT
cloverleaf pattern
11. Price after allowance for all discounts
Forestall
handling objections(LAARC)
net price
Sequential Stages of Self-Leadership
12. Money available to cover the costs of marketing - operating the business - and profit.
reward power
cloverleaf pattern
methods for handling resistance
gross profit
13. Intensity - Persistence - Direction
FOB (free on board)
The dimensions of motivation
Levels of sales goal
Determine Markup based on cost (% Markup based on cost)
14. Single-factor analysis - portfolio analysis
consumer discount
referent power
Different types of account classifications
organized presentation
15. 1. attention 2. interest 3. desire4. conviction 5. purchase
mental steps in buying
trade discounts
confirmed benefits
Sequential Stages of Self-Leadership
16. 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
net price
importance of followup and customer retention
Steps in the Selling Process
cumulative quantity discounts
17. Personal goals - sales call goals - account goals - territory goals
Forestall
Levels of sales goal
The dimensions of motivation
non-cumulative quantity discounts
18. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
methods for handling resistance
components of a sales proposal
consumer discount
19. 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)
customer value proposition
cloverleaf pattern
check back or response check
Portfolio Analysis
20. List price - net price - zone price - FOB shipping point - FOB destination
Determine Markup based on price (% markup on price)
Different types of prices
cloverleaf pattern
Steps in the Selling Process
21. 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
reward power
indirect denial
Single-factor analysis
net price
22. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
Relationship Detractors
FOB (free on board)
canned presentation
needs of the prospect
23. Some training is required; customizable while being written but not delivered; may be percieved as more credible
components of a sales proposal
written proposal
leapfrog pattern
indirect denial
24. The added value or favorable features of the product or service the seller offers
benefits
features
The dimensions of motivation
Resolving Complaints
25. Extensive training is required: customizable; interactive fosters trust
organized presentation
check back or response check
The human needs
consumer discount
26. Dollar amount added to the product cost to determine its selling price
circular route pattern
Levels of sales goal
consumer discount
Markup
27. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Single-factor analysis
sales call
proxemics
indirect denial
28. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
relationship enhancers
FOB (free on board)
Types of discounts
different types of objections
29. Listen - Acknowledge - Assess - Respond - Confirm
Determine Markup based on cost (% Markup based on cost)
Types of discounts
Portfolio Analysis
handling objections(LAARC)
30. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
The human needs
third party reinforcement
The dimensions of motivation
FOB (free on board)
31. Power that stems from the authority to punish or recommend punishment
Steps in the Selling Process
third party reinforcement
coercive power
Levels of sales goal
32. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
referent power
Portfolio Analysis
proxemics
steps to resolving Complaints
33. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
Types of discounts
Importance of managing expectations
needs of the prospect
straight line route pattern
34. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
Different types of Routing plans
non-cumulative quantity discounts
written proposal
direct denial
35. Standard price charged to customers
different ways of earning commitment
needs of the prospect
list price
direct denial
36. 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.
gross profit
sales dialogue
compensation
Steps in the Selling Process
37. 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
sequential Components of Effective Followup
customer value proposition
indirect denial
Relationship enhancement activities
38. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Importance of managing expectations
Characteristics of effective sales goals
needs of the prospect
sales call
39. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
indirect denial
Levels of sales goal
methods for handling resistance
net price
40. Power that results from the authority to bestow rewards on other people
organized presentation
reward power
customer value proposition
leapfrog pattern
41. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
FOB (free on board)
cloverleaf pattern
non-cumulative quantity discounts
referent power
42. 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
Levels of sales goal
Resolving Complaints
gross profit
Sequential Stages of Self-Leadership
43. (amount added to cost/cost)
cumulative quantity discounts
canned presentation
Determine Markup based on price (% markup on price)
Determine Markup based on cost (% Markup based on cost)
44. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
Resolving Complaints
Determine Markup based on price (% markup on price)
cumulative quantity discounts
referent power
45. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
The dimensions of motivation
major city pattern
check back or response check
ADAPT
46. An appointment - agreement for next meeting - agreement for product demo - a sale
Types of discounts
legitimate power
components of a commitment
sales presentations
47. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
circular route pattern
canned presentation
legitimate power
ways to approach a prospect
48. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
compensation
Determine Markup based on cost (% Markup based on cost)
leapfrog pattern
Forestall
49. Manufacturer reduces prices to channel members to compensate for services they perform
referent power
Levels of sales goal
Forestall
trade discounts
50. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
gross profit
sales dialogue template
Different types of Routing plans
Self-Leadership