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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. 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)
leapfrog pattern
consumer discount
net price
organized presentation
2. Money available to cover the costs of marketing - operating the business - and profit.
expert power
gross profit
direct denial
components of a sales proposal
3. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
cash discounts
steps to resolving complaints
canned presentation
Determine Markup based on cost (% Markup based on cost)
4. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
steps to resolving complaints
Determine Markup based on cost (% Markup based on cost)
indirect denial
different types of objections
5. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
ways to approach a prospect
components of a commitment
gross profit
reward power
6. 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
components of a commitment
Resolving Complaints
Portfolio Analysis
7. The benefits the buyer indicates are important and represent value
compensation
types of sales presentations
ADAPT
confirmed benefits
8. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
zone price
steps to resolving Complaints
Steps in the Selling Process
different ways of earning commitment
9. Listen - Acknowledge - Assess - Respond - Confirm
The human needs
organized presentation
handling objections(LAARC)
net profit
10. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Determine Markup based on price (% markup on price)
Self-Leadership
SPES sequence for presenting sales aids
steps to resolving Complaints
11. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
needs of the prospect
Relationship enhancement activities
Different types of account classifications
different ways of earning commitment
12. The added value or favorable features of the product or service the seller offers
net profit
Relationship Detractors
benefits
Single-factor analysis
13. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
steps to resolving Complaints
cumulative quantity discounts
Importance of managing expectations
consumer discount
14. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
Relationship Detractors
Different types of account classifications
sequential Components of Effective Followup
steps to resolving complaints
15. The seller pays all shipping costs
ways to approach a prospect
confirmed benefits
FOB destination
steps to resolving Complaints
16. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
non-cumulative quantity discounts
sales presentations
net profit
referent power
17. Some training is required; customizable while being written but not delivered; may be percieved as more credible
Single-factor analysis
different ways of earning commitment
written proposal
cash discounts
18. (amount added to cost/selling price)
Different types of Routing plans
Determine Markup based on price (% markup on price)
straight line route pattern
proxemics
19. One-time price reductions the producer passes on to channel members or directly to the consumer
consumer discount
Different types of account classifications
features
Determine Markup based on price (% markup on price)
20. Power that stems from the authority to punish or recommend punishment
Different types of prices
Single-factor analysis
coercive power
reward power
21. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
Levels of sales goal
importance of followup and customer retention
ADAPT
22. (amount added to cost/cost)
components of a commitment
mental steps in buying
Determine Markup based on cost (% Markup based on cost)
sales call
23. 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
Sequential Stages of Self-Leadership
Self-Leadership
components in the sales Dialogue Template
Characteristics of effective sales goals
24. 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)
compensation
confirmed benefits
Characteristics of effective sales goals
cloverleaf pattern
25. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
components in the sales Dialogue Template
Resolving Complaints
FOB (free on board)
expert power
26. Introduce the source of the objection before the prospect brings it up
Forestall
sequential Components of Effective Followup
features
trade discounts
27. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
sequential Components of Effective Followup
steps to resolving complaints
relationship enhancers
benefits
28. 1. Setting Goals and Objectives tory Analysis and Account Classification 3. Development and Implementation of Strategies/Plans 4. Tapping Technology and Automation 5. Assessment and Evaluation
Sequential Stages of Self-Leadership
net profit
ADAPT
expert power
29. An appointment - agreement for next meeting - agreement for product demo - a sale
Relationship enhancement activities
needs of the prospect
different types of objections
components of a commitment
30. Certainty - uncertainty - significance - connection and love - needs of spirit
confirmed benefits
Self-Leadership
Levels of sales goal
The human needs
31. Earned when buyers pay their bill within a stated period
third party reinforcement
cash discounts
Different types of account classifications
Levels of sales goal
32. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
written proposal
sales call
expert power
Importance of managing expectations
33. Discounts the customer receives for buying a certain amount of products over a stated period
sales dialogue
features
cumulative quantity discounts
Sequence of the Sales Presentation
34. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
check back or response check
trade discounts
net profit
Forestall
35. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
Different types of Routing plans
Relationship enhancement activities
confirmed benefits
handling objections(LAARC)
36. Expert power - referent power - coercive power - reward power - legitimate power
cash discounts
Sources of power
gross profit
FOB destination
37. 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
Resolving Complaints
types of sales presentations
FOB (free on board)
Sequence of the Sales Presentation
38. Price based on geographical location or zone of customers
Determine Markup based on price (% markup on price)
methods for handling resistance
components of a sales proposal
zone price
39. Assessment - Discovery - Activation - Projection - Transition
third party reinforcement
ADAPT
Relationship Detractors
features
40. Extensive training is required: customizable; interactive fosters trust
third party reinforcement
Levels of sales goal
Different types of Routing plans
organized presentation
41. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
customer value proposition
Types of discounts
circular route pattern
sales presentations
42. Single-factor analysis - portfolio analysis
customer value proposition
relationship enhancers
organized presentation
Different types of account classifications
43. Standard price charged to customers
Sequence of the Sales Presentation
Types of discounts
major city pattern
list price
44. Intensity - Persistence - Direction
leapfrog pattern
written proposal
The dimensions of motivation
Determine Markup based on price (% markup on price)
45. Power that stems from a formal management position in an organization and the authority granted to it
net price
Determine Markup based on cost (% Markup based on cost)
proxemics
legitimate power
46. Need - product or service features - company or source - price - time(stalling)
different types of objections
The human needs
gross profit
components of a commitment
47. 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)
straight line route pattern
third party reinforcement
leapfrog pattern
mental steps in buying
48. A quality or characteristic of a product or service that is designed to provide value to a buyer
Sequential Stages of Self-Leadership
features
sequential Components of Effective Followup
Steps in the Selling Process
49. List price - net price - zone price - FOB shipping point - FOB destination
methods for handling resistance
Different types of prices
sales dialogue template
steps to resolving Complaints
50. Influence based on special skills or knowledge
Determine Markup based on cost (% Markup based on cost)
expert power
features
sales presentations