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






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






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






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






5. Intensity - Persistence - Direction






6. Classification allows two factors to be considered simulataneously






7. Listen - Acknowledge - Assess - Respond - Confirm






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






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






10. 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)






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






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






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






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






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






16. Assessment - Discovery - Activation - Projection - Transition






17. Standard price charged to customers






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






19. Price after allowance for all discounts






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






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






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






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






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






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






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






27. 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.






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






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






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






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






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






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






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






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






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






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






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






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






40. 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






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






42. 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






43. 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






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






45. The seller pays all shipping costs






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






47. 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)






48. (amount added to cost/cost)






49. Price based on geographical location or zone of customers






50. 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