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. The benefits the buyer indicates are important and represent value






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






3. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






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






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






11. 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)






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






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






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






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






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






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






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






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






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






21. 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.






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






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






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






25. Assessment - Discovery - Activation - Projection - Transition






26. 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)






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






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






29. 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)






30. 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






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






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






33. 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






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






35. Standard price charged to customers






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






37. The seller pays all shipping costs






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






39. Price after allowance for all discounts






40. Intensity - Persistence - Direction






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






42. 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)






43. (amount added to cost/cost)






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






45. (amount added to cost/selling price)






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






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






48. Influence based on special skills or knowledge






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






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