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. (amount added to cost/cost)






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






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






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






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






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






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






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






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






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






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






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






13. 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






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






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






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






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






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






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






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






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






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






23. 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)






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






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






26. Influence based on special skills or knowledge






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






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






29. Intensity - Persistence - Direction






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






31. Price after allowance for all discounts






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






33. Assessment - Discovery - Activation - Projection - Transition






34. Single-factor analysis - portfolio analysis






35. 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






36. Classification allows two factors to be considered simulataneously






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






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






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






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. The seller pays all shipping costs






42. 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






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






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






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






46. 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)






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






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






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






50. Listen - Acknowledge - Assess - Respond - Confirm







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Can you answer 50 questions in 15 minutes?


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