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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. 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






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






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






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






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






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






7. Influence based on special skills or knowledge






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






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






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






11. Standard price charged to customers






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






13. Price after allowance for all discounts






14. 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






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






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






17. Intensity - Persistence - Direction






18. Assessment - Discovery - Activation - Projection - Transition






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






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






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






22. The money remaining after the costs of marketing and operating the business are paid






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






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






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






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






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






28. Price based on geographical location or zone of customers






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






30. (amount added to cost/cost)






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






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






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






34. Listen - Acknowledge - Assess - Respond - Confirm






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






36. 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






37. 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)






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






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






40. 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)






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






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






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






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






45. Single-factor analysis - portfolio analysis






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






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






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






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






50. 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)







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