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






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






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






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






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






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






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






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






9. Standard price charged to customers






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






11. 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






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






13. Single-factor analysis - portfolio analysis






14. Price based on geographical location or zone of customers






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






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






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






18. 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






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






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






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






22. 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)






23. 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)






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






25. (amount added to cost/cost)






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






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






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






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






30. The seller pays all shipping costs






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






32. 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






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






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






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






36. 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






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






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






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






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






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






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






43. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






50. Assessment - Discovery - Activation - Projection - Transition