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






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






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






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






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






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






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






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






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






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






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






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






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






14. Influence based on special skills or knowledge






15. (amount added to cost/cost)






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






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






18. Classification allows two factors to be considered simulataneously






19. 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






20. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






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






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






28. Assessment - Discovery - Activation - Projection - Transition






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






30. 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)






31. 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






32. 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)






33. Intensity - Persistence - Direction






34. 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






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






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






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






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






39. 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.






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






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






42. Standard price charged to customers






43. 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






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






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






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






47. The seller pays all shipping costs






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






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






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