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






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






3. 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)






4. 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.






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






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






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






8. 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






9. 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






10. Influence based on special skills or knowledge






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






12. 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)






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






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






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






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






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






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






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






20. Assessment - Discovery - Activation - Projection - Transition






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






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






23. Standard price charged to customers






24. Listen - Acknowledge - Assess - Respond - Confirm






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






26. (amount added to cost/cost)






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






28. Intensity - Persistence - Direction






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






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






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






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






33. 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






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






35. 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)






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






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






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






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






40. 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






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






42. 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






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






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






45. 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






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






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






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






49. 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






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