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






2. Intensity - Persistence - Direction






3. Price after allowance for all discounts






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






5. (amount added to cost/cost)






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






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






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






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






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






11. (amount added to cost/selling price)






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






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






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






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






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






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






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






20. Price based on geographical location or zone of customers






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






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






23. The seller pays all shipping costs






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






25. 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.






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






27. Single-factor analysis - portfolio analysis






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






29. 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)






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






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






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






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






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






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






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






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






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






39. 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)






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






41. Influence based on special skills or knowledge






42. 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






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






44. 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






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






46. 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






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






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






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






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