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. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






7. It is important to uncover the ________________ and match them with the benefits of your product in the presentation






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






9. 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)






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






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






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






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






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






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






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






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






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






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






20. 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)






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






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






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






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






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






27. Influence based on special skills or knowledge






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






29. 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






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






31. Price based on geographical location or zone of customers






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






33. 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






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






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






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






37. Single-factor analysis - portfolio analysis






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






39. Classification allows two factors to be considered simulataneously






40. 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)






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






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






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






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






45. (amount added to cost/selling price)






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






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






48. The seller pays all shipping costs






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






50. A quality or characteristic of a product or service that is designed to provide value to a buyer