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






2. Standard price charged to customers






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






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






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






6. 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






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






8. The seller pays all shipping costs






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






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






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






12. Realistic - yet challenging - specific and quantifiable - Time specific






13. (amount added to cost/selling price)






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






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






16. 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






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






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






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






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






21. Listen - Acknowledge - Assess - Respond - Confirm






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






23. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection






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






25. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






30. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






37. Price after allowance for all discounts






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






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






40. 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)






41. 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






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






43. Price based on geographical location or zone of customers






44. 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






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






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






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






48. 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)






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






50. (amount added to cost/cost)