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






2. 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)






3. 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






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






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






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






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






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






9. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






13. 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)






14. Standard price charged to customers






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






16. Price based on geographical location or zone of customers






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






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






20. 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






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






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






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






24. 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






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






26. Classification allows two factors to be considered simulataneously






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






28. Influence based on special skills or knowledge






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






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






31. The seller pays all shipping costs






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






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






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






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






36. 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)






37. 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)






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






39. (amount added to cost/selling price)






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






41. 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






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






43. Price after allowance for all discounts






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






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






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






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






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






49. (amount added to cost/cost)






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