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. Standard price charged to customers






2. 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






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






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






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






6. Influence based on special skills or knowledge






7. 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






8. 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






9. 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)






10. 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)






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






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






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






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






15. The seller pays all shipping costs






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






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






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






19. 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)






20. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution






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






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






23. Price based on geographical location or zone of customers






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






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






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






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






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






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






30. (amount added to cost/cost)






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






32. Intensity - Persistence - Direction






33. Classification allows two factors to be considered simulataneously






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






35. 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






36. (amount added to cost/selling price)






37. 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






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






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






40. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






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






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






49. 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.






50. 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