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Test your basic knowledge |
Personal Selling
Start Test
Study First
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. Expert power - referent power - coercive power - reward power - legitimate power
Different types of prices
Sources of power
leapfrog pattern
net price
2. 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
Relationship Detractors
Sequential Stages of Self-Leadership
Self-Leadership
net profit
3. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
sales dialogue
Forestall
Steps in the Selling Process
referent power
4. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
customer value proposition
Determine Markup based on price (% markup on price)
check back or response check
proxemics
5. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
non-cumulative quantity discounts
Characteristics of effective sales goals
check back or response check
Relationship enhancement activities
6. Listen - Acknowledge - Assess - Respond - Confirm
features
cloverleaf pattern
gross profit
handling objections(LAARC)
7. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
canned presentation
zone price
gross profit
Single-factor analysis
8. Discounts the customer receives for buying a certain amount of products over a stated period
customer value proposition
relationship enhancers
Determine Markup based on price (% markup on price)
cumulative quantity discounts
9. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
Determine Markup based on cost (% Markup based on cost)
Relationship Detractors
Sequential Stages of Self-Leadership
compensation
10. 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)
handling objections(LAARC)
features
leapfrog pattern
importance of followup and customer retention
11. Price based on geographical location or zone of customers
Resolving Complaints
components of a commitment
zone price
compensation
12. 1. attention 2. interest 3. desire4. conviction 5. purchase
Levels of sales goal
Characteristics of effective sales goals
mental steps in buying
Different types of Routing plans
13. Power that stems from a formal management position in an organization and the authority granted to it
written proposal
legitimate power
leapfrog pattern
zone price
14. One time reduction in prices commonly used in both consumer and industrial goods
straight line route pattern
ways to approach a prospect
non-cumulative quantity discounts
components of a sales proposal
15. 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
FOB destination
referent power
list price
components in the sales Dialogue Template
16. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
FOB (free on board)
handling objections(LAARC)
SPES sequence for presenting sales aids
sales dialogue
17. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
Self-Leadership
FOB (free on board)
proxemics
expert power
18. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
referent power
Steps in the Selling Process
importance of followup and customer retention
non-cumulative quantity discounts
19. Certainty - uncertainty - significance - connection and love - needs of spirit
circular route pattern
indirect denial
gross profit
The human needs
20. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
needs of the prospect
customer value proposition
Sources of power
Markup
21. The benefits the buyer indicates are important and represent value
Steps in the Selling Process
confirmed benefits
cash discounts
sales presentations
22. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
Different types of account classifications
Types of discounts
consumer discount
cumulative quantity discounts
23. 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
importance of followup and customer retention
major city pattern
sales dialogue template
Sources of power
24. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
Forestall
Relationship enhancement activities
gross profit
ways to approach a prospect
25. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
Relationship Detractors
customer value proposition
Different types of prices
net price
26. 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
steps to resolving Complaints
zone price
features
Single-factor analysis
27. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
FOB destination
Different types of Routing plans
Determine Markup based on cost (% Markup based on cost)
The dimensions of motivation
28. List price - net price - zone price - FOB shipping point - FOB destination
gross profit
sequential Components of Effective Followup
Different types of account classifications
Different types of prices
29. 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)
net profit
straight line route pattern
sequential Components of Effective Followup
proxemics
30. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
sequential Components of Effective Followup
direct denial
sales presentations
ways to approach a prospect
31. Single-factor analysis - portfolio analysis
Different types of account classifications
trade discounts
relationship enhancers
components of a commitment
32. Extensive training is required: customizable; interactive fosters trust
sales call
relationship enhancers
Markup
organized presentation
33. Assessment - Discovery - Activation - Projection - Transition
ADAPT
third party reinforcement
net price
gross profit
34. Money available to cover the costs of marketing - operating the business - and profit.
gross profit
benefits
cumulative quantity discounts
legitimate power
35. 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)
Portfolio Analysis
circular route pattern
direct denial
Sequential Stages of Self-Leadership
36. Classification allows two factors to be considered simulataneously
steps to resolving Complaints
net price
Portfolio Analysis
components of a sales proposal
37. Dollar amount added to the product cost to determine its selling price
sales dialogue template
Resolving Complaints
Markup
coercive power
38. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
canned presentation
Sequential Stages of Self-Leadership
components of a sales proposal
Sources of power
39. A quality or characteristic of a product or service that is designed to provide value to a buyer
zone price
features
Forestall
handling objections(LAARC)
40. Manufacturer reduces prices to channel members to compensate for services they perform
benefits
trade discounts
importance of followup and customer retention
straight line route pattern
41. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
Resolving Complaints
Sources of power
relationship enhancers
written proposal
42. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
Determine Markup based on price (% markup on price)
different ways of earning commitment
SPES sequence for presenting sales aids
gross profit
43. Need - product or service features - company or source - price - time(stalling)
importance of followup and customer retention
different types of objections
circular route pattern
confirmed benefits
44. The seller pays all shipping costs
net profit
coercive power
trade discounts
FOB destination
45. Some training is required; customizable while being written but not delivered; may be percieved as more credible
Characteristics of effective sales goals
cumulative quantity discounts
written proposal
Relationship Detractors
46. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Different types of Routing plans
Different types of prices
sales call
non-cumulative quantity discounts
47. Realistic - yet challenging - specific and quantifiable - Time specific
cloverleaf pattern
net price
Determine Markup based on cost (% Markup based on cost)
Characteristics of effective sales goals
48. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
methods for handling resistance
ways to approach a prospect
confirmed benefits
different ways of earning commitment
49. One-time price reductions the producer passes on to channel members or directly to the consumer
methods for handling resistance
consumer discount
Different types of account classifications
Importance of managing expectations
50. Power that results from the authority to bestow rewards on other people
types of sales presentations
reward power
Different types of prices
Different types of account classifications