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






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






3. Classification allows two factors to be considered simulataneously






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






5. Single-factor analysis - portfolio analysis






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






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






8. Assessment - Discovery - Activation - Projection - Transition






9. 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






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






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






12. 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)






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






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






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






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






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






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






19. Listen - Acknowledge - Assess - Respond - Confirm






20. 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






21. 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.






22. 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






23. 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)






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






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






26. (amount added to cost/cost)






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






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






29. Price after allowance for all discounts






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






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






32. (amount added to cost/selling price)






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






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






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






36. Intensity - Persistence - Direction






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






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






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






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






41. The seller pays all shipping costs






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






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






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






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






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






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






48. 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






49. 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






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