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. 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)






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






3. (amount added to cost/cost)






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






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






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






7. Single-factor analysis - portfolio analysis






8. Intensity - Persistence - Direction






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






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






11. Price based on geographical location or zone of customers






12. 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)






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






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






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






16. 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.






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






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






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






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






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






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






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






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






25. 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






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






27. 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






28. 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






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






30. Influence based on special skills or knowledge






31. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






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






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






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






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






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






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






45. 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)






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






47. (amount added to cost/selling price)






48. Price after allowance for all discounts






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






50. Standard price charged to customers