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






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






3. One-time price reductions the producer passes on to channel members or directly to the consumer






4. Assessment - Discovery - Activation - Projection - Transition






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






6. 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






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






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






9. Price after allowance for all discounts






10. Listen - Acknowledge - Assess - Respond - Confirm






11. 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






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






13. Influence based on special skills or knowledge






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






15. 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






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






17. 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)






18. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






25. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up






26. 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






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






28. Standard price charged to customers






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






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






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






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






33. (amount added to cost/selling price)






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






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






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






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






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






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






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






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






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






43. The seller pays all shipping costs






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






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






46. (amount added to cost/cost)






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






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






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






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