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. Price based on geographical location or zone of customers






2. 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






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






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






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






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






7. (amount added to cost/selling price)






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






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






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






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






12. Intensity - Persistence - Direction






13. 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






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






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






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






17. 1. attention 2. interest 3. desire4. conviction 5. purchase






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






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






20. 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)






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






22. (amount added to cost/cost)






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






24. Influence based on special skills or knowledge






25. Single-factor analysis - portfolio analysis






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






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






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






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






30. 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






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






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






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






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






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






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






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






38. Standard price charged to customers






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






40. Price after allowance for all discounts






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






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






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






44. 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






45. Classification allows two factors to be considered simulataneously






46. 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.






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






48. 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)






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






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