SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
|
Email
Search
Test your basic knowledge |
Personal Selling
Start Test
Study First
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. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
sales dialogue template
sales dialogue
major city pattern
Different types of prices
2. 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)
Relationship Detractors
third party reinforcement
gross profit
leapfrog pattern
3. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
list price
organized presentation
major city pattern
Resolving Complaints
4. The seller pays all shipping costs
Sequential Stages of Self-Leadership
Relationship Detractors
FOB destination
Levels of sales goal
5. Some training is required; customizable while being written but not delivered; may be percieved as more credible
circular route pattern
written proposal
sales presentations
confirmed benefits
6. Money available to cover the costs of marketing - operating the business - and profit.
zone price
gross profit
sequential Components of Effective Followup
relationship enhancers
7. Intensity - Persistence - Direction
direct denial
Importance of managing expectations
Sequence of the Sales Presentation
The dimensions of motivation
8. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
direct denial
relationship enhancers
reward power
Characteristics of effective sales goals
9. The money remaining after the costs of marketing and operating the business are paid
net profit
sales presentations
gross profit
straight line route pattern
10. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
components of a commitment
proxemics
Sources of power
customer value proposition
11. 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)
cloverleaf pattern
Determine Markup based on cost (% Markup based on cost)
ways to approach a prospect
third party reinforcement
12. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
sequential Components of Effective Followup
reward power
ways to approach a prospect
customer value proposition
13. An appointment - agreement for next meeting - agreement for product demo - a sale
Different types of account classifications
components of a commitment
sequential Components of Effective Followup
Sources of power
14. 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
sequential Components of Effective Followup
importance of followup and customer retention
The human needs
Types of discounts
15. Dollar amount added to the product cost to determine its selling price
Single-factor analysis
Markup
Types of discounts
list price
16. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
zone price
different types of objections
sales dialogue
FOB (free on board)
17. Manufacturer reduces prices to channel members to compensate for services they perform
Sequence of the Sales Presentation
types of sales presentations
direct denial
trade discounts
18. Price after allowance for all discounts
gross profit
Relationship Detractors
net price
trade discounts
19. List price - net price - zone price - FOB shipping point - FOB destination
Different types of prices
Portfolio Analysis
mental steps in buying
importance of followup and customer retention
20. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
confirmed benefits
cash discounts
Different types of Routing plans
referent power
21. 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
Self-Leadership
major city pattern
direct denial
Different types of prices
22. (amount added to cost/selling price)
Forestall
Different types of Routing plans
Determine Markup based on price (% markup on price)
Sources of power
23. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
reward power
sales presentations
sales dialogue template
trade discounts
24. 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)
Self-Leadership
relationship enhancers
Steps in the Selling Process
circular route pattern
25. Single-factor analysis - portfolio analysis
Different types of account classifications
Determine Markup based on price (% markup on price)
reward power
direct denial
26. Introduce the source of the objection before the prospect brings it up
Forestall
Levels of sales goal
check back or response check
Sequential Stages of Self-Leadership
27. Power that stems from a formal management position in an organization and the authority granted to it
Different types of account classifications
sales presentations
legitimate power
trade discounts
28. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
different ways of earning commitment
major city pattern
leapfrog pattern
Characteristics of effective sales goals
29. Standard price charged to customers
different ways of earning commitment
ways to approach a prospect
list price
components of a sales proposal
30. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
SPES sequence for presenting sales aids
written proposal
sales call
direct denial
31. Certainty - uncertainty - significance - connection and love - needs of spirit
handling objections(LAARC)
indirect denial
The human needs
trade discounts
32. Listen - Acknowledge - Assess - Respond - Confirm
legitimate power
The human needs
organized presentation
handling objections(LAARC)
33. Personal goals - sales call goals - account goals - territory goals
Relationship enhancement activities
leapfrog pattern
written proposal
Levels of sales goal
34. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Steps in the Selling Process
Self-Leadership
ways to approach a prospect
The dimensions of motivation
35. 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
gross profit
Sequence of the Sales Presentation
zone price
Self-Leadership
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
compensation
relationship enhancers
FOB (free on board)
types of sales presentations
37. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
Types of discounts
expert power
needs of the prospect
Different types of prices
38. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
FOB destination
Relationship enhancement activities
customer value proposition
Types of discounts
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.
sales dialogue
Determine Markup based on cost (% Markup based on cost)
features
cumulative quantity discounts
40. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
compensation
Relationship enhancement activities
net price
consumer discount
41. Influence based on special skills or knowledge
Self-Leadership
expert power
confirmed benefits
major city pattern
42. Respond to the objection by telling the prospect s/he is wrong
The dimensions of motivation
legitimate power
direct denial
Steps in the Selling Process
43. 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)
net profit
straight line route pattern
Sequential Stages of Self-Leadership
sales dialogue template
44. One-time price reductions the producer passes on to channel members or directly to the consumer
consumer discount
Types of discounts
Resolving Complaints
Sequence of the Sales Presentation
45. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
compensation
Types of discounts
Different types of Routing plans
Forestall
46. Assessment - Discovery - Activation - Projection - Transition
circular route pattern
ADAPT
trade discounts
different ways of earning commitment
47. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
Markup
types of sales presentations
third party reinforcement
canned presentation
48. Realistic - yet challenging - specific and quantifiable - Time specific
Different types of account classifications
mental steps in buying
Characteristics of effective sales goals
The dimensions of motivation
49. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
indirect denial
steps to resolving Complaints
trade discounts
sequential Components of Effective Followup
50. (amount added to cost/cost)
The human needs
Sources of power
Determine Markup based on cost (% Markup based on cost)
sales dialogue