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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. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
canned presentation
Different types of prices
trade discounts
Levels of sales goal
2. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
Levels of sales goal
Steps in the Selling Process
net price
Different types of account classifications
3. 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)
check back or response check
Types of discounts
methods for handling resistance
circular route pattern
4. Earned when buyers pay their bill within a stated period
mental steps in buying
Importance of managing expectations
trade discounts
cash discounts
5. Certainty - uncertainty - significance - connection and love - needs of spirit
The human needs
proxemics
third party reinforcement
zone price
6. Realistic - yet challenging - specific and quantifiable - Time specific
leapfrog pattern
The human needs
Importance of managing expectations
Characteristics of effective sales goals
7. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
steps to resolving complaints
different ways of earning commitment
legitimate power
expert power
8. Power that results from the authority to bestow rewards on other people
reward power
leapfrog pattern
methods for handling resistance
consumer discount
9. Discounts the customer receives for buying a certain amount of products over a stated period
benefits
compensation
customer value proposition
cumulative quantity discounts
10. Introduce the source of the objection before the prospect brings it up
customer value proposition
handling objections(LAARC)
confirmed benefits
Forestall
11. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
sales dialogue template
straight line route pattern
cash discounts
components of a commitment
12. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Importance of managing expectations
sales presentations
The dimensions of motivation
proxemics
13. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
types of sales presentations
Different types of Routing plans
legitimate power
confirmed benefits
14. Need - product or service features - company or source - price - time(stalling)
mental steps in buying
different types of objections
components of a sales proposal
Relationship Detractors
15. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
direct denial
compensation
Resolving Complaints
SPES sequence for presenting sales aids
16. Single-factor analysis - portfolio analysis
Determine Markup based on cost (% Markup based on cost)
cloverleaf pattern
Different types of account classifications
FOB destination
17. 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)
cloverleaf pattern
sales call
Different types of prices
Importance of managing expectations
18. 1) Interact- maximize number of critical encounters 2) Connect- maintain contact with multiple members of the buying team and maintain consistency of the message 3) Know- interpret the gathered information from multiple sources and develop insights i
gross profit
The human needs
different types of objections
sequential Components of Effective Followup
19. Expert power - referent power - coercive power - reward power - legitimate power
handling objections(LAARC)
Sources of power
steps to resolving Complaints
legitimate power
20. Personal goals - sales call goals - account goals - territory goals
Levels of sales goal
needs of the prospect
types of sales presentations
expert power
21. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
SPES sequence for presenting sales aids
canned presentation
cash discounts
sales call
22. Power that stems from the authority to punish or recommend punishment
Single-factor analysis
Sequence of the Sales Presentation
coercive power
sales call
23. 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.
Levels of sales goal
handling objections(LAARC)
sales dialogue
third party reinforcement
24. One-time price reductions the producer passes on to channel members or directly to the consumer
Different types of Routing plans
consumer discount
components of a sales proposal
customer value proposition
25. Price based on geographical location or zone of customers
Markup
zone price
check back or response check
Sequential Stages of Self-Leadership
26. 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)
check back or response check
Types of discounts
referent power
straight line route pattern
27. A quality or characteristic of a product or service that is designed to provide value to a buyer
mental steps in buying
features
steps to resolving complaints
Portfolio Analysis
28. Respond to the objection by telling the prospect s/he is wrong
SPES sequence for presenting sales aids
ways to approach a prospect
different types of objections
direct denial
29. Standard price charged to customers
trade discounts
The dimensions of motivation
net profit
list price
30. 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
major city pattern
canned presentation
benefits
steps to resolving complaints
31. (amount added to cost/selling price)
different ways of earning commitment
Single-factor analysis
non-cumulative quantity discounts
Determine Markup based on price (% markup on price)
32. Money available to cover the costs of marketing - operating the business - and profit.
ADAPT
gross profit
Steps in the Selling Process
direct denial
33. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
organized presentation
coercive power
consumer discount
check back or response check
34. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
Self-Leadership
organized presentation
cumulative quantity discounts
Relationship Detractors
35. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
indirect denial
net price
steps to resolving complaints
sales presentations
36. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
canned presentation
FOB (free on board)
needs of the prospect
Relationship Detractors
37. Assessment - Discovery - Activation - Projection - Transition
methods for handling resistance
Steps in the Selling Process
ADAPT
sales dialogue
38. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
Levels of sales goal
handling objections(LAARC)
consumer discount
third party reinforcement
39. One time reduction in prices commonly used in both consumer and industrial goods
direct denial
benefits
Different types of Routing plans
non-cumulative quantity discounts
40. 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)
Resolving Complaints
leapfrog pattern
Types of discounts
Different types of account classifications
41. Influence based on special skills or knowledge
expert power
handling objections(LAARC)
direct denial
Relationship enhancement activities
42. Intensity - Persistence - Direction
indirect denial
The human needs
The dimensions of motivation
circular route pattern
43. 1. attention 2. interest 3. desire4. conviction 5. purchase
mental steps in buying
reward power
consumer discount
features
44. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
list price
relationship enhancers
circular route pattern
Portfolio Analysis
45. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
FOB (free on board)
SPES sequence for presenting sales aids
Importance of managing expectations
major city pattern
46. 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
methods for handling resistance
ADAPT
components in the sales Dialogue Template
FOB (free on board)
47. The added value or favorable features of the product or service the seller offers
components in the sales Dialogue Template
Types of discounts
benefits
Markup
48. 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
proxemics
SPES sequence for presenting sales aids
Sources of power
49. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
consumer discount
sales dialogue template
Characteristics of effective sales goals
Resolving Complaints
50. The benefits the buyer indicates are important and represent value
leapfrog pattern
list price
confirmed benefits
features