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






2. Intensity - Persistence - Direction






3. 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)






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






5. 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






6. (amount added to cost/cost)






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






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






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






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






11. Price based on geographical location or zone of customers






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






13. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






21. 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






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






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






24. Standard price charged to customers






25. 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)






26. 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)






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






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






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






30. 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.






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






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






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






34. The seller pays all shipping costs






35. 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






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






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






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






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






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






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






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






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






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






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






46. 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






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






48. 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)






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






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