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






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






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






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






5. 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)






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






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






8. 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






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






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






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






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






14. (amount added to cost/selling price)






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






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






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






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






19. 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)






20. Intensity - Persistence - Direction






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






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






23. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement






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






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






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






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






28. Price after allowance for all discounts






29. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






35. 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






36. Classification allows two factors to be considered simulataneously






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






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






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






40. 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.






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






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






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. 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






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






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






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






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






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






50. Price based on geographical location or zone of customers