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






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. 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






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






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






6. Price based on geographical location or zone of customers






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






8. Price after allowance for all discounts






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






10. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else






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






12. 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)






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






15. (amount added to cost/selling price)






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






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






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






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






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






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






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






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






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






25. 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






26. Classification allows two factors to be considered simulataneously






27. 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






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






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






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






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






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






33. The seller pays all shipping costs






34. 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)






35. Assessment - Discovery - Activation - Projection - Transition






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






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






38. (amount added to cost/cost)






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






40. 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






41. Single-factor analysis - portfolio analysis






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






43. 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






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






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






46. 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.






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






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






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






50. 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