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






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






3. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points






4. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid






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






6. The seller pays all shipping costs






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






8. 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)






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






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






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






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






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






14. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






19. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






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






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






27. (amount added to cost/cost)






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






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






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






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






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. The benefits the buyer indicates are important and represent value






34. 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






35. 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.






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






37. 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






38. Price after allowance for all discounts






39. 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






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






41. 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)






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






43. Classification allows two factors to be considered simulataneously






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






45. Single-factor analysis - portfolio analysis






46. 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






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






48. Price based on geographical location or zone of customers






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






50. Intensity - Persistence - Direction