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. Price based on geographical location or zone of customers






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






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






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






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






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






7. Single-factor analysis - portfolio analysis






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






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






10. Classification allows two factors to be considered simulataneously






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






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






13. 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)






14. Price after allowance for all discounts






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






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






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






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






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






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






22. 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)






23. Intensity - Persistence - Direction






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






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






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






27. Standard price charged to customers






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






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






30. 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.






31. (amount added to cost/selling price)






32. 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






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






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






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






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






37. 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)






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






39. 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






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






41. 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






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






43. 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






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






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






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






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






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






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






50. Listen - Acknowledge - Assess - Respond - Confirm