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






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






3. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight






4. Price based on geographical location or zone of customers






5. Classification allows two factors to be considered simulataneously






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






7. Intensity - Persistence - Direction






8. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






13. Price after allowance for all discounts






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






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






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






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






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






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






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






21. 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)






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






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






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






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






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






27. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up






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






29. The seller pays all shipping costs






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






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






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






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






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






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






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






37. Listen - Acknowledge - Assess - Respond - Confirm






38. 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.






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






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






41. 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






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






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






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






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






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






47. 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)






48. 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)






49. 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






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