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






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






3. The seller pays all shipping costs






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






5. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured






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






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






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






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






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






11. Power that stems from a formal management position in an organization and the authority granted to it






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






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






14. Listen - Acknowledge - Assess - Respond - Confirm






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






16. Single-factor analysis - portfolio analysis






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






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






19. 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






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






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






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






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






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






25. Assessment - Discovery - Activation - Projection - Transition






26. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid






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






28. 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






29. 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






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






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






32. 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)






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






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






35. 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.






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)






37. 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






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






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






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






41. 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






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






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






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






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






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






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






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






49. (amount added to cost/cost)






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)