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






2. (amount added to cost/selling price)






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






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






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






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






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






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






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






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






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






12. Single-factor analysis - portfolio analysis






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






14. 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






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






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






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






18. Listen - Acknowledge - Assess - Respond - Confirm






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. 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






21. Classification allows two factors to be considered simulataneously






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






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






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






25. Intensity - Persistence - Direction






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






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






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






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






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






31. Assessment - Discovery - Activation - Projection - Transition






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






33. 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.






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






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






36. 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






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






38. Standard price charged to customers






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






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






41. 1. Introduction 2. Need discovery 3. Present benefits addressing the buyer's explicit needs 4. Continuation of prior sales calls should start with a summary of earlier calls 5. Pricing issues should not be focused on until the customer's needs have b






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






43. 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)






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






45. 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)






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






47. Influence based on special skills or knowledge






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. (amount added to cost/cost)






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