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. 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.






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






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






4. 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)






5. 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






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






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






8. Classification allows two factors to be considered simulataneously






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






10. Single-factor analysis - portfolio analysis






11. Influence based on special skills or knowledge






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






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






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






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






16. The seller pays all shipping costs






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






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






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






20. Listen - Acknowledge - Assess - Respond - Confirm






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






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






23. 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






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






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






26. 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






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






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






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






30. (amount added to cost/selling price)






31. 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)






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






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






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






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






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






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






38. Price after allowance for all discounts






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






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






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






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






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






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






45. Standard price charged to customers






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






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






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






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






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