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. Extensive training is required: customizable; interactive fosters trust






2. Price after allowance for all discounts






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






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






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






6. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints






7. Influence based on special skills or knowledge






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






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






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






12. Single-factor analysis - portfolio analysis






13. Listen - Acknowledge - Assess - Respond - Confirm






14. 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.






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






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






17. (amount added to cost/cost)






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






19. Price based on geographical location or zone of customers






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






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






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






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






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






25. Standard price charged to customers






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






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






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






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






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






31. It is important to uncover the ________________ and match them with the benefits of your product in the presentation






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






33. 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






34. 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)






35. 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)






36. 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)






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






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






39. Assessment - Discovery - Activation - Projection - Transition






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






41. 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






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






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






44. Intensity - Persistence - Direction






45. Power that stems from the authority to punish or recommend punishment






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






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






48. 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






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






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