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. 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






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






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






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






5. Classification allows two factors to be considered simulataneously






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






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






8. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






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






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






16. (amount added to cost/selling price)






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






18. 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






19. Standard price charged to customers






20. (amount added to cost/cost)






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






22. Introduce the source of the objection before the prospect brings it up






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






24. The seller pays all shipping costs






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






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






27. Single-factor analysis - portfolio analysis






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






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






30. 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






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






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






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






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






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






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






37. Influence based on special skills or knowledge






38. Power that stems from the authority to punish or recommend punishment






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






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






41. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






47. 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.






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






49. 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)






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