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






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






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






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






5. Price after allowance for all discounts






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






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






8. Influence based on special skills or knowledge






9. (amount added to cost/selling price)






10. Price based on geographical location or zone of customers






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






12. 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






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






14. Single-factor analysis - portfolio analysis






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






16. 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)






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






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






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






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






21. Classification allows two factors to be considered simulataneously






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






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






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






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






26. Assessment - Discovery - Activation - Projection - Transition






27. An appointment - agreement for next meeting - agreement for product demo - a sale






28. 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)






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






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






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






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






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






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






35. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






39. 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)






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






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






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






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






44. 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






45. The seller pays all shipping costs






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






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






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






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






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