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






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






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






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






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






6. 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






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






8. Influence based on special skills or knowledge






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






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






11. 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)






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






13. 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)






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






15. 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)






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






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






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






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






20. (amount added to cost/selling price)






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






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






23. 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






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






25. Assessment - Discovery - Activation - Projection - Transition






26. 1) 7-10 times more expensive to get a new customer compared to retaining an old one. 2) 5% increase in customer retention can increase profits from 25% to 125% 3) most fortune 500 companies lose 50% of their customers in five years






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






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






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






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






31. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment






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






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






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






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






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






38. 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






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






40. Price based on geographical location or zone of customers






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






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






43. Need - product or service features - company or source - price - time(stalling)






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






45. 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






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






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






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






49. (amount added to cost/cost)






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






Can you answer 50 questions in 15 minutes?



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