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






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






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






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






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






6. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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)






11. Price based on geographical location or zone of customers






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






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






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






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






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






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






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






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






20. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.






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






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






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






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






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






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






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






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)






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






31. Single-factor analysis - portfolio analysis






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






33. Assessment - Discovery - Activation - Projection - Transition






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






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)






36. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






44. The seller pays all shipping costs






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






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






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






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






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






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