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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. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
gross profit
check back or response check
Resolving Complaints
features
2. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
trade discounts
canned presentation
expert power
cloverleaf pattern
3. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
leapfrog pattern
Sequential Stages of Self-Leadership
FOB destination
sales call
4. Expert power - referent power - coercive power - reward power - legitimate power
The human needs
mental steps in buying
Sources of power
FOB (free on board)
5. Price after allowance for all discounts
Types of discounts
Different types of prices
net price
Markup
6. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
sales dialogue template
direct denial
Sequence of the Sales Presentation
customer value proposition
7. An appointment - agreement for next meeting - agreement for product demo - a sale
components of a commitment
sales dialogue
check back or response check
Relationship enhancement activities
8. Power that stems from the authority to punish or recommend punishment
cloverleaf pattern
features
coercive power
mental steps in buying
9. Assessment - Discovery - Activation - Projection - Transition
components of a sales proposal
ADAPT
benefits
FOB destination
10. Classification allows two factors to be considered simulataneously
Resolving Complaints
Portfolio Analysis
Determine Markup based on cost (% Markup based on cost)
straight line route pattern
11. 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
components of a sales proposal
relationship enhancers
FOB destination
Sequence of the Sales Presentation
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)
Steps in the Selling Process
straight line route pattern
referent power
sales presentations
13. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
ways to approach a prospect
components of a sales proposal
gross profit
benefits
14. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
Markup
Different types of Routing plans
components of a commitment
third party reinforcement
15. Power that stems from a formal management position in an organization and the authority granted to it
components in the sales Dialogue Template
legitimate power
expert power
Sequence of the Sales Presentation
16. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
different ways of earning commitment
FOB destination
Determine Markup based on cost (% Markup based on cost)
compensation
17. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
indirect denial
Types of discounts
Forestall
Portfolio Analysis
18. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
sequential Components of Effective Followup
Importance of managing expectations
confirmed benefits
components in the sales Dialogue Template
19. Some training is required; customizable while being written but not delivered; may be percieved as more credible
direct denial
Characteristics of effective sales goals
mental steps in buying
written proposal
20. Certainty - uncertainty - significance - connection and love - needs of spirit
leapfrog pattern
sales dialogue template
straight line route pattern
The human needs
21. 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
cash discounts
components in the sales Dialogue Template
net price
cumulative quantity discounts
22. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
features
different ways of earning commitment
Levels of sales goal
mental steps in buying
23. The benefits the buyer indicates are important and represent value
methods for handling resistance
reward power
confirmed benefits
Determine Markup based on price (% markup on price)
24. Standard price charged to customers
Levels of sales goal
list price
Single-factor analysis
trade discounts
25. 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
Different types of prices
types of sales presentations
Single-factor analysis
Self-Leadership
26. 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
Different types of Routing plans
sequential Components of Effective Followup
non-cumulative quantity discounts
Determine Markup based on cost (% Markup based on cost)
27. 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
Sequential Stages of Self-Leadership
relationship enhancers
types of sales presentations
Sequence of the Sales Presentation
28. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
compensation
handling objections(LAARC)
The human needs
SPES sequence for presenting sales aids
29. The added value or favorable features of the product or service the seller offers
benefits
cloverleaf pattern
methods for handling resistance
consumer discount
30. The money remaining after the costs of marketing and operating the business are paid
organized presentation
direct denial
needs of the prospect
net profit
31. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Markup
Self-Leadership
Relationship Detractors
FOB destination
32. Price based on geographical location or zone of customers
zone price
Markup
Different types of prices
Determine Markup based on price (% markup on price)
33. Intensity - Persistence - Direction
components of a sales proposal
compensation
Different types of Routing plans
The dimensions of motivation
34. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
needs of the prospect
handling objections(LAARC)
Types of discounts
Levels of sales goal
35. Listen - Acknowledge - Assess - Respond - Confirm
handling objections(LAARC)
written proposal
net price
different types of objections
36. 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)
circular route pattern
ways to approach a prospect
Different types of account classifications
zone price
37. One time reduction in prices commonly used in both consumer and industrial goods
sales call
compensation
list price
non-cumulative quantity discounts
38. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
legitimate power
ADAPT
steps to resolving complaints
Sequence of the Sales Presentation
39. 1. attention 2. interest 3. desire4. conviction 5. purchase
circular route pattern
indirect denial
net price
mental steps in buying
40. 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)
net price
sales dialogue template
list price
leapfrog pattern
41. Dollar amount added to the product cost to determine its selling price
Markup
importance of followup and customer retention
Different types of Routing plans
features
42. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
check back or response check
customer value proposition
Different types of Routing plans
components in the sales Dialogue Template
43. 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
importance of followup and customer retention
relationship enhancers
consumer discount
circular route pattern
44. Personal goals - sales call goals - account goals - territory goals
net price
sales call
written proposal
Levels of sales goal
45. A quality or characteristic of a product or service that is designed to provide value to a buyer
features
handling objections(LAARC)
Characteristics of effective sales goals
Single-factor analysis
46. List price - net price - zone price - FOB shipping point - FOB destination
Different types of prices
Single-factor analysis
consumer discount
legitimate power
47. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
cash discounts
Levels of sales goal
FOB (free on board)
Steps in the Selling Process
48. (amount added to cost/selling price)
Determine Markup based on price (% markup on price)
sales dialogue template
gross profit
SPES sequence for presenting sales aids
49. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
customer value proposition
gross profit
indirect denial
canned presentation
50. 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)
cloverleaf pattern
Sequence of the Sales Presentation
Forestall
third party reinforcement