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Test your basic knowledge |
Personal Selling
Start Test
Study First
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. (amount added to cost/cost)
Determine Markup based on cost (% Markup based on cost)
Portfolio Analysis
methods for handling resistance
Resolving Complaints
2. Price based on geographical location or zone of customers
Self-Leadership
zone price
Different types of prices
net profit
3. Assessment - Discovery - Activation - Projection - Transition
ADAPT
mental steps in buying
indirect denial
FOB destination
4. Classification allows two factors to be considered simulataneously
straight line route pattern
FOB destination
Portfolio Analysis
net price
5. One time reduction in prices commonly used in both consumer and industrial goods
Determine Markup based on cost (% Markup based on cost)
SPES sequence for presenting sales aids
non-cumulative quantity discounts
Relationship enhancement activities
6. Single-factor analysis - portfolio analysis
Different types of account classifications
Sources of power
net price
leapfrog pattern
7. One-time price reductions the producer passes on to channel members or directly to the consumer
SPES sequence for presenting sales aids
circular route pattern
steps to resolving Complaints
consumer discount
8. 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
Characteristics of effective sales goals
features
sales dialogue template
Sequence of the Sales Presentation
9. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
Relationship enhancement activities
coercive power
The dimensions of motivation
Types of discounts
10. 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
cloverleaf pattern
components in the sales Dialogue Template
zone price
organized presentation
11. 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)
benefits
Relationship Detractors
expert power
leapfrog pattern
12. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
Markup
Steps in the Selling Process
mental steps in buying
needs of the prospect
13. Earned when buyers pay their bill within a stated period
cash discounts
reward power
mental steps in buying
written proposal
14. The benefits the buyer indicates are important and represent value
confirmed benefits
FOB (free on board)
Different types of prices
reward power
15. 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.
sales dialogue
cloverleaf pattern
canned presentation
types of sales presentations
16. Extensive training is required: customizable; interactive fosters trust
Importance of managing expectations
circular route pattern
components of a commitment
organized presentation
17. 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
major city pattern
benefits
needs of the prospect
reward power
18. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
direct denial
Steps in the Selling Process
ways to approach a prospect
confirmed benefits
19. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
steps to resolving Complaints
different ways of earning commitment
SPES sequence for presenting sales aids
referent power
20. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
third party reinforcement
trade discounts
referent power
Steps in the Selling Process
21. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
Steps in the Selling Process
sales dialogue template
Different types of account classifications
Types of discounts
22. 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
sequential Components of Effective Followup
Sources of power
Portfolio Analysis
relationship enhancers
23. 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)
proxemics
sequential Components of Effective Followup
direct denial
cloverleaf pattern
24. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
Steps in the Selling Process
leapfrog pattern
confirmed benefits
methods for handling resistance
25. Manufacturer reduces prices to channel members to compensate for services they perform
ADAPT
benefits
net profit
trade discounts
26. Standard price charged to customers
Different types of prices
legitimate power
compensation
list price
27. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
methods for handling resistance
customer value proposition
Resolving Complaints
net price
28. Some training is required; customizable while being written but not delivered; may be percieved as more credible
features
mental steps in buying
written proposal
Steps in the Selling Process
29. The added value or favorable features of the product or service the seller offers
legitimate power
steps to resolving complaints
benefits
Sources of power
30. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Sequential Stages of Self-Leadership
Self-Leadership
Determine Markup based on cost (% Markup based on cost)
Different types of Routing plans
31. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
legitimate power
Markup
sales presentations
cash discounts
32. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
Portfolio Analysis
The dimensions of motivation
Markup
different ways of earning commitment
33. Power that stems from the authority to punish or recommend punishment
handling objections(LAARC)
coercive power
zone price
components of a commitment
34. 1. attention 2. interest 3. desire4. conviction 5. purchase
zone price
cumulative quantity discounts
mental steps in buying
sequential Components of Effective Followup
35. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
Portfolio Analysis
leapfrog pattern
FOB destination
referent power
36. 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
handling objections(LAARC)
customer value proposition
Single-factor analysis
gross profit
37. The seller pays all shipping costs
steps to resolving Complaints
FOB destination
straight line route pattern
compensation
38. Power that stems from a formal management position in an organization and the authority granted to it
cash discounts
types of sales presentations
legitimate power
Types of discounts
39. Need - product or service features - company or source - price - time(stalling)
check back or response check
Different types of account classifications
sales dialogue
different types of objections
40. 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
importance of followup and customer retention
leapfrog pattern
net price
benefits
41. Money available to cover the costs of marketing - operating the business - and profit.
Portfolio Analysis
gross profit
third party reinforcement
handling objections(LAARC)
42. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
cloverleaf pattern
cumulative quantity discounts
components of a sales proposal
sales call
43. An appointment - agreement for next meeting - agreement for product demo - a sale
Characteristics of effective sales goals
methods for handling resistance
steps to resolving complaints
components of a commitment
44. Influence based on special skills or knowledge
Characteristics of effective sales goals
direct denial
confirmed benefits
expert power
45. Certainty - uncertainty - significance - connection and love - needs of spirit
expert power
components of a sales proposal
methods for handling resistance
The human needs
46. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
SPES sequence for presenting sales aids
different types of objections
check back or response check
steps to resolving complaints
47. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution
trade discounts
indirect denial
cumulative quantity discounts
steps to resolving Complaints
48. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
FOB (free on board)
list price
check back or response check
expert power
49. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
Different types of prices
Sequence of the Sales Presentation
cash discounts
50. Power that results from the authority to bestow rewards on other people
sales dialogue
sequential Components of Effective Followup
importance of followup and customer retention
reward power