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 flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.






2. 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)






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






4. The seller pays all shipping costs






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






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






7. Intensity - Persistence - Direction






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






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






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






11. 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)






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






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






14. 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






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






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






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






18. Price after allowance for all discounts






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






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






21. 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






22. (amount added to cost/selling price)






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






24. 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)






25. Single-factor analysis - portfolio analysis






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






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






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






29. Standard price charged to customers






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






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






32. Listen - Acknowledge - Assess - Respond - Confirm






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






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






35. 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






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






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






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






39. 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.






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






41. Influence based on special skills or knowledge






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






43. 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)






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






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






46. Assessment - Discovery - Activation - Projection - Transition






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






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






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






50. (amount added to cost/cost)