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






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






3. 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)






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






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






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






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






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






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






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






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






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






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






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






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






16. Single-factor analysis - portfolio analysis






17. 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)






18. 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






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






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






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






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






23. 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.






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






25. Price based on geographical location or zone of customers






26. 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)






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






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






29. Standard price charged to customers






30. 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






31. (amount added to cost/selling price)






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






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






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






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






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






37. Assessment - Discovery - Activation - Projection - Transition






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






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






40. 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)






41. Influence based on special skills or knowledge






42. Intensity - Persistence - Direction






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






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






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






46. 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






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






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






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






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