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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. 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)






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






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






4. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken






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






6. Influence based on special skills or knowledge






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






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






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






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






11. Single-factor analysis - portfolio analysis






12. 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.






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






14. The seller pays all shipping costs






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






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






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






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






19. 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






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






21. 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)






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






23. Price after allowance for all discounts






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






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






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






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






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






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






30. Price based on geographical location or zone of customers






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






32. Standard price charged to customers






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






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






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






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






37. 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






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






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






40. (amount added to cost/selling price)






41. 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






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






43. 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)






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






45. 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






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






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






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






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






50. 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







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