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






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






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






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






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






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






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






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






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






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






11. Influence based on special skills or knowledge






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






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






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






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






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






17. Price after allowance for all discounts






18. Classification allows two factors to be considered simulataneously






19. 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)






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






21. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






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






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






29. 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)






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






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






32. 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






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






34. (amount added to cost/selling price)






35. (amount added to cost/cost)






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






37. 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






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






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






40. Single-factor analysis - portfolio analysis






41. 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






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






43. 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






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






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






46. 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






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






48. Assessment - Discovery - Activation - Projection - Transition






49. The seller pays all shipping costs






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