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. Standard price charged to customers






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






3. Classification allows two factors to be considered simulataneously






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






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






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






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






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






9. 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






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






11. Assessment - Discovery - Activation - Projection - Transition






12. Price after allowance for all discounts






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






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






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






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






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






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






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






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






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






23. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern






24. 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)






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






26. Listen - Acknowledge - Assess - Respond - Confirm






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






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






29. 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






30. The seller pays all shipping costs






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






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






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






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






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






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






37. 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






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






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






40. (amount added to cost/selling price)






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






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






43. 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)






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






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






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






47. Price based on geographical location or zone of customers






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






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






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