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






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






3. Influence based on special skills or knowledge






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






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






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






7. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






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






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






15. 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






16. (amount added to cost/selling price)






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






18. 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






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






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






21. 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






22. Intensity - Persistence - Direction






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






24. 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)






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






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






27. 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.






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






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






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






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






32. List price - net price - zone price - FOB shipping point - FOB destination






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






34. 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)






35. (amount added to cost/cost)






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






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






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






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






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






41. Price after allowance for all discounts






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






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






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






45. 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






46. Standard price charged to customers






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






48. Single-factor analysis - portfolio analysis






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






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