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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. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
referent power
customer value proposition
net price
needs of the prospect
2. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
compensation
mental steps in buying
Markup
Determine Markup based on price (% markup on price)
3. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Importance of managing expectations
net price
proxemics
list price
4. Price based on geographical location or zone of customers
straight line route pattern
cloverleaf pattern
trade discounts
zone price
5. Classification allows two factors to be considered simulataneously
ADAPT
proxemics
circular route pattern
Portfolio Analysis
6. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
cumulative quantity discounts
Different types of prices
relationship enhancers
Determine Markup based on cost (% Markup based on cost)
7. Intensity - Persistence - Direction
Sequential Stages of Self-Leadership
The human needs
The dimensions of motivation
organized presentation
8. Assessment - Discovery - Activation - Projection - Transition
ADAPT
indirect denial
importance of followup and customer retention
SPES sequence for presenting sales aids
9. Personal goals - sales call goals - account goals - territory goals
leapfrog pattern
Levels of sales goal
Relationship Detractors
steps to resolving Complaints
10. One time reduction in prices commonly used in both consumer and industrial goods
non-cumulative quantity discounts
ADAPT
relationship enhancers
components of a commitment
11. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
Forestall
ways to approach a prospect
net profit
cash discounts
12. Certainty - uncertainty - significance - connection and love - needs of spirit
mental steps in buying
The human needs
components in the sales Dialogue Template
types of sales presentations
13. Price after allowance for all discounts
sales presentations
expert power
net price
steps to resolving Complaints
14. 1. attention 2. interest 3. desire4. conviction 5. purchase
customer value proposition
mental steps in buying
Sources of power
needs of the prospect
15. Expert power - referent power - coercive power - reward power - legitimate power
FOB destination
Sources of power
direct denial
expert power
16. List price - net price - zone price - FOB shipping point - FOB destination
Portfolio Analysis
sequential Components of Effective Followup
Different types of prices
different ways of earning commitment
17. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
proxemics
trade discounts
major city pattern
cumulative quantity discounts
18. Need - product or service features - company or source - price - time(stalling)
Portfolio Analysis
different types of objections
gross profit
FOB (free on board)
19. The benefits the buyer indicates are important and represent value
steps to resolving Complaints
features
benefits
confirmed benefits
20. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
Different types of prices
Different types of Routing plans
Relationship Detractors
indirect denial
21. 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)
circular route pattern
handling objections(LAARC)
Markup
The dimensions of motivation
22. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
compensation
third party reinforcement
gross profit
Self-Leadership
23. 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
components in the sales Dialogue Template
major city pattern
expert power
net profit
24. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
Relationship Detractors
sales dialogue
direct denial
Types of discounts
25. The added value or favorable features of the product or service the seller offers
proxemics
Importance of managing expectations
Different types of prices
benefits
26. Discounts the customer receives for buying a certain amount of products over a stated period
cumulative quantity discounts
Determine Markup based on price (% markup on price)
ways to approach a prospect
circular route pattern
27. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
canned presentation
types of sales presentations
straight line route pattern
Steps in the Selling Process
28. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
Portfolio Analysis
third party reinforcement
Relationship Detractors
referent power
29. The seller pays all shipping costs
FOB destination
Single-factor analysis
sales dialogue template
Levels of sales goal
30. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
Sequence of the Sales Presentation
The dimensions of motivation
SPES sequence for presenting sales aids
trade discounts
31. Power that stems from a formal management position in an organization and the authority granted to it
Sources of power
gross profit
FOB (free on board)
legitimate power
32. Some training is required; customizable while being written but not delivered; may be percieved as more credible
Relationship enhancement activities
written proposal
non-cumulative quantity discounts
FOB (free on board)
33. Power that results from the authority to bestow rewards on other people
Importance of managing expectations
Determine Markup based on cost (% Markup based on cost)
reward power
needs of the prospect
34. The money remaining after the costs of marketing and operating the business are paid
Sources of power
net profit
check back or response check
non-cumulative quantity discounts
35. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
major city pattern
FOB (free on board)
Determine Markup based on price (% markup on price)
legitimate power
36. Dollar amount added to the product cost to determine its selling price
Markup
Forestall
The human needs
sales call
37. Listen - Acknowledge - Assess - Respond - Confirm
Sources of power
different types of objections
zone price
handling objections(LAARC)
38. 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.
features
benefits
reward power
sales dialogue
39. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
confirmed benefits
indirect denial
The human needs
Forestall
40. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
cash discounts
leapfrog pattern
sales call
steps to resolving complaints
41. 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
Single-factor analysis
different ways of earning commitment
Sequence of the Sales Presentation
net price
42. Money available to cover the costs of marketing - operating the business - and profit.
importance of followup and customer retention
confirmed benefits
Determine Markup based on cost (% Markup based on cost)
gross profit
43. A quality or characteristic of a product or service that is designed to provide value to a buyer
needs of the prospect
features
Relationship Detractors
legitimate power
44. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
importance of followup and customer retention
components of a sales proposal
cloverleaf pattern
sales presentations
45. Manufacturer reduces prices to channel members to compensate for services they perform
components of a sales proposal
net profit
zone price
trade discounts
46. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
expert power
components of a commitment
types of sales presentations
customer value proposition
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)
components of a sales proposal
coercive power
cloverleaf pattern
mental steps in buying
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)
straight line route pattern
leapfrog pattern
Single-factor analysis
sales presentations
49. 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
Steps in the Selling Process
importance of followup and customer retention
expert power
referent power
50. Introduce the source of the objection before the prospect brings it up
Determine Markup based on cost (% Markup based on cost)
indirect denial
Levels of sales goal
Forestall