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Test your basic knowledge |
Personal Selling
Start Test
Study First
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
ways to approach a prospect
Markup
cloverleaf pattern
confirmed benefits
2. (amount added to cost/selling price)
Determine Markup based on price (% markup on price)
confirmed benefits
needs of the prospect
organized presentation
3. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
features
Relationship enhancement activities
benefits
Types of discounts
4. Earned when buyers pay their bill within a stated period
cash discounts
FOB (free on board)
direct denial
Sequential Stages of Self-Leadership
5. The added value or favorable features of the product or service the seller offers
needs of the prospect
consumer discount
benefits
organized presentation
6. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
methods for handling resistance
third party reinforcement
Relationship enhancement activities
Determine Markup based on cost (% Markup based on cost)
7. One-time price reductions the producer passes on to channel members or directly to the consumer
Types of discounts
FOB (free on board)
cloverleaf pattern
consumer discount
8. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
handling objections(LAARC)
types of sales presentations
different ways of earning commitment
compensation
9. The money remaining after the costs of marketing and operating the business are paid
The dimensions of motivation
confirmed benefits
net profit
Determine Markup based on cost (% Markup based on cost)
10. A quality or characteristic of a product or service that is designed to provide value to a buyer
Types of discounts
features
organized presentation
straight line route pattern
11. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
cumulative quantity discounts
The dimensions of motivation
sales dialogue
needs of the prospect
12. Single-factor analysis - portfolio analysis
Single-factor analysis
reward power
Different types of account classifications
referent power
13. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
third party reinforcement
FOB destination
Resolving Complaints
mental steps in buying
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
Different types of Routing plans
major city pattern
Importance of managing expectations
coercive power
15. Focus on longterm - deliver more than promised - call regularly - add value - keep communications lines open - Take responsibility for Problems
Importance of managing expectations
relationship enhancers
sales presentations
referent power
16. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
Types of discounts
proxemics
sales dialogue
sequential Components of Effective Followup
17. Money available to cover the costs of marketing - operating the business - and profit.
check back or response check
Determine Markup based on price (% markup on price)
gross profit
cumulative quantity discounts
18. Listen - Acknowledge - Assess - Respond - Confirm
handling objections(LAARC)
major city pattern
proxemics
components in the sales Dialogue Template
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)
cumulative quantity discounts
zone price
expert power
circular route pattern
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
features
major city pattern
sequential Components of Effective Followup
Importance of managing expectations
21. Classification allows two factors to be considered simulataneously
Portfolio Analysis
SPES sequence for presenting sales aids
customer value proposition
FOB (free on board)
22. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
sales dialogue template
Types of discounts
importance of followup and customer retention
sales presentations
23. Power that results from the authority to bestow rewards on other people
organized presentation
Markup
reward power
Forestall
24. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
reward power
sales presentations
third party reinforcement
Self-Leadership
25. Intensity - Persistence - Direction
Sources of power
direct denial
reward power
The dimensions of motivation
26. Some training is required; customizable while being written but not delivered; may be percieved as more credible
sales call
cash discounts
written proposal
different ways of earning commitment
27. One time reduction in prices commonly used in both consumer and industrial goods
non-cumulative quantity discounts
trade discounts
sales presentations
importance of followup and customer retention
28. Need - product or service features - company or source - price - time(stalling)
different types of objections
organized presentation
Different types of account classifications
direct denial
29. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
components of a sales proposal
Forestall
different types of objections
non-cumulative quantity discounts
30. Extensive training is required: customizable; interactive fosters trust
organized presentation
relationship enhancers
Sequential Stages of Self-Leadership
Markup
31. Assessment - Discovery - Activation - Projection - Transition
direct denial
proxemics
relationship enhancers
ADAPT
32. 1. attention 2. interest 3. desire4. conviction 5. purchase
The dimensions of motivation
consumer discount
mental steps in buying
steps to resolving complaints
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.
The human needs
sales dialogue
Relationship Detractors
components of a commitment
34. Respond to the objection by telling the prospect s/he is wrong
direct denial
Different types of Routing plans
net price
compensation
35. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
reward power
Levels of sales goal
sequential Components of Effective Followup
referent power
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
components in the sales Dialogue Template
sales dialogue
cash discounts
components of a commitment
37. Personal goals - sales call goals - account goals - territory goals
The human needs
Levels of sales goal
handling objections(LAARC)
methods for handling resistance
38. Standard price charged to customers
list price
relationship enhancers
benefits
Determine Markup based on cost (% Markup based on cost)
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
organized presentation
FOB (free on board)
referent power
check back or response check
40. Introduce the source of the objection before the prospect brings it up
benefits
Forestall
The dimensions of motivation
steps to resolving Complaints
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
Sequence of the Sales Presentation
Sequential Stages of Self-Leadership
ADAPT
legitimate power
42. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
consumer discount
SPES sequence for presenting sales aids
needs of the prospect
steps to resolving complaints
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)
relationship enhancers
straight line route pattern
trade discounts
handling objections(LAARC)
44. Power that stems from the authority to punish or recommend punishment
coercive power
mental steps in buying
sequential Components of Effective Followup
components of a commitment
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)
reward power
consumer discount
cloverleaf pattern
Relationship Detractors
46. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
gross profit
check back or response check
types of sales presentations
Different types of Routing plans
47. Influence based on special skills or knowledge
non-cumulative quantity discounts
gross profit
expert power
The dimensions of motivation
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)
consumer discount
Sequential Stages of Self-Leadership
leapfrog pattern
handling objections(LAARC)
49. (amount added to cost/cost)
Determine Markup based on cost (% Markup based on cost)
different ways of earning commitment
cash discounts
handling objections(LAARC)
50. List price - net price - zone price - FOB shipping point - FOB destination
Different types of prices
mental steps in buying
importance of followup and customer retention
ways to approach a prospect