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. 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






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






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






4. Intensity - Persistence - Direction






5. Listen - Acknowledge - Assess - Respond - Confirm






6. Assessment - Discovery - Activation - Projection - Transition






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






8. 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






9. Influence based on special skills or knowledge






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






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






12. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable






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






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






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






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






17. 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






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






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






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






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






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






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






24. 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.






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






26. 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)






27. Price after allowance for all discounts






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






29. 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






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






31. 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)






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






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






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






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






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






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






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






39. (amount added to cost/selling price)






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






41. 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






42. 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)






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






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






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






46. The seller pays all shipping costs






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






48. Standard price charged to customers






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






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