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






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






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






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






5. 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.






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






7. 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






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






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






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






11. Price after allowance for all discounts






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






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






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






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






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






17. 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






18. Some training is required; customizable while being written but not delivered; may be percieved as more credible






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






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






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






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






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






24. Listen - Acknowledge - Assess - Respond - Confirm






25. 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)






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






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






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






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






30. (amount added to cost/cost)






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






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






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






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






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






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






37. Price based on geographical location or zone of customers






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






39. 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)






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






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






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






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






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






45. 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






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






47. 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)






48. Single-factor analysis - portfolio analysis






49. The seller pays all shipping costs






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