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. 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)






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






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. The benefits the buyer indicates are important and represent value






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






7. (amount added to cost/selling price)






8. 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)






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






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






11. Price based on geographical location or zone of customers






12. Price after allowance for all discounts






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






14. 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)






15. Standard price charged to customers






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






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






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






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






20. Single-factor analysis - portfolio analysis






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






22. Assessment - Discovery - Activation - Projection - Transition






23. Classification allows two factors to be considered simulataneously






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






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






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






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






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






29. Influence based on special skills or knowledge






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






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






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






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






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






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






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






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






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






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






40. The seller pays all shipping costs






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






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






43. 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






44. 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






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






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






47. 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






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






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






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