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






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






4. 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






5. 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






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






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






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






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






10. 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






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






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






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






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






15. Assessment - Discovery - Activation - Projection - Transition






16. Standard price charged to customers






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






18. (amount added to cost/cost)






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






20. 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






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






22. 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)






23. Classification allows two factors to be considered simulataneously






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






25. The seller pays all shipping costs






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






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






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






29. Price based on geographical location or zone of customers






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






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






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






33. 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)






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






35. Price after allowance for all discounts






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






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






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






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






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






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






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






43. 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.






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






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






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






47. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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