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






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






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






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






5. Intensity - Persistence - Direction






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






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






8. 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






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






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






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






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






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






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






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






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






17. 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)






18. 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)






19. 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)






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






21. 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






22. 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






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






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






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






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






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






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






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






30. Standard price charged to customers






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






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






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






34. The seller pays all shipping costs






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






36. 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






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






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






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






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






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






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






44. Influence based on special skills or knowledge






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






46. Price after allowance for all discounts






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






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






49. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution






50. Listen - Acknowledge - Assess - Respond - Confirm