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






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






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






4. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken






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






6. Listen - Acknowledge - Assess - Respond - Confirm






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






8. Classification allows two factors to be considered simulataneously






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






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






11. Influence based on special skills or knowledge






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






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






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






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






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






17. Price based on geographical location or zone of customers






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






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






20. 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.






21. 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)






22. Single-factor analysis - portfolio analysis






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






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






25. (amount added to cost/cost)






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






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






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






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






30. 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)






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






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






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






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






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






36. 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






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






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






39. 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






40. Standard price charged to customers






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






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






43. Intensity - Persistence - Direction






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






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






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






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






48. (amount added to cost/selling price)






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






50. 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