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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. (amount added to cost/cost)
indirect denial
Determine Markup based on cost (% Markup based on cost)
reward power
Sequence of the Sales Presentation
2. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
cumulative quantity discounts
steps to resolving complaints
trade discounts
legitimate power
3. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
Self-Leadership
Types of discounts
Resolving Complaints
leapfrog pattern
4. 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)
sequential Components of Effective Followup
canned presentation
circular route pattern
trade discounts
5. Certainty - uncertainty - significance - connection and love - needs of spirit
handling objections(LAARC)
The human needs
consumer discount
sales presentations
6. Some training is required; customizable while being written but not delivered; may be percieved as more credible
FOB (free on board)
written proposal
confirmed benefits
Sequential Stages of Self-Leadership
7. Power that results from the authority to bestow rewards on other people
sequential Components of Effective Followup
circular route pattern
reward power
handling objections(LAARC)
8. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
types of sales presentations
SPES sequence for presenting sales aids
Types of discounts
needs of the prospect
9. The added value or favorable features of the product or service the seller offers
Relationship enhancement activities
net profit
benefits
confirmed benefits
10. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
indirect denial
SPES sequence for presenting sales aids
components of a commitment
benefits
11. Manufacturer reduces prices to channel members to compensate for services they perform
reward power
trade discounts
organized presentation
Markup
12. Money available to cover the costs of marketing - operating the business - and profit.
gross profit
methods for handling resistance
leapfrog pattern
Different types of Routing plans
13. List price - net price - zone price - FOB shipping point - FOB destination
Importance of managing expectations
list price
non-cumulative quantity discounts
Different types of prices
14. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
written proposal
net price
Forestall
15. Assessment - Discovery - Activation - Projection - Transition
types of sales presentations
ADAPT
indirect denial
Sequential Stages of Self-Leadership
16. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
Portfolio Analysis
Determine Markup based on cost (% Markup based on cost)
canned presentation
written proposal
17. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
proxemics
circular route pattern
features
Self-Leadership
18. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
canned presentation
Markup
sales call
Relationship Detractors
19. 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
components in the sales Dialogue Template
components of a sales proposal
Sequential Stages of Self-Leadership
leapfrog pattern
20. Discounts the customer receives for buying a certain amount of products over a stated period
components of a commitment
net profit
FOB destination
cumulative quantity discounts
21. Extensive training is required: customizable; interactive fosters trust
organized presentation
needs of the prospect
methods for handling resistance
third party reinforcement
22. Dollar amount added to the product cost to determine its selling price
steps to resolving complaints
sequential Components of Effective Followup
Markup
The human needs
23. Classification allows two factors to be considered simulataneously
Portfolio Analysis
cumulative quantity discounts
steps to resolving complaints
SPES sequence for presenting sales aids
24. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
features
expert power
components of a sales proposal
Sequential Stages of Self-Leadership
25. Introduce the source of the objection before the prospect brings it up
Forestall
referent power
Portfolio Analysis
Levels of sales goal
26. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
mental steps in buying
organized presentation
coercive power
compensation
27. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
direct denial
Determine Markup based on cost (% Markup based on cost)
types of sales presentations
needs of the prospect
28. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Importance of managing expectations
direct denial
benefits
sales call
29. Price after allowance for all discounts
sales dialogue
net price
steps to resolving Complaints
mental steps in buying
30. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
Relationship enhancement activities
major city pattern
list price
FOB destination
31. Personal goals - sales call goals - account goals - territory goals
direct denial
circular route pattern
different types of objections
Levels of sales goal
32. 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
proxemics
benefits
net price
major city pattern
33. An appointment - agreement for next meeting - agreement for product demo - a sale
sales call
components of a commitment
expert power
relationship enhancers
34. 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
Single-factor analysis
reward power
Sequence of the Sales Presentation
gross profit
35. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
direct denial
ways to approach a prospect
referent power
major city pattern
36. Power that stems from the authority to punish or recommend punishment
coercive power
importance of followup and customer retention
needs of the prospect
components of a commitment
37. 1. attention 2. interest 3. desire4. conviction 5. purchase
reward power
importance of followup and customer retention
Determine Markup based on price (% markup on price)
mental steps in buying
38. 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
Relationship enhancement activities
sales dialogue template
zone price
importance of followup and customer retention
39. 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.
sales call
Different types of prices
sales dialogue
Levels of sales goal
40. Earned when buyers pay their bill within a stated period
cash discounts
cloverleaf pattern
Steps in the Selling Process
Different types of account classifications
41. Standard price charged to customers
Single-factor analysis
steps to resolving Complaints
different ways of earning commitment
list price
42. 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
Different types of prices
Importance of managing expectations
Sequence of the Sales Presentation
check back or response check
43. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Single-factor analysis
sales call
net price
confirmed benefits
44. Intensity - Persistence - Direction
The dimensions of motivation
gross profit
Determine Markup based on price (% markup on price)
Importance of managing expectations
45. 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
net profit
FOB (free on board)
Sequential Stages of Self-Leadership
Resolving Complaints
46. The seller pays all shipping costs
check back or response check
FOB destination
cumulative quantity discounts
referent power
47. (amount added to cost/selling price)
Determine Markup based on price (% markup on price)
methods for handling resistance
Different types of prices
components of a commitment
48. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
check back or response check
ADAPT
non-cumulative quantity discounts
Sequence of the Sales Presentation
49. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
Steps in the Selling Process
Relationship Detractors
reward power
SPES sequence for presenting sales aids
50. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
Determine Markup based on price (% markup on price)
check back or response check
relationship enhancers
Levels of sales goal