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






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






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






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






5. Price after allowance for all discounts






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






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






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






9. Assessment - Discovery - Activation - Projection - Transition






10. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






19. Some training is required; customizable while being written but not delivered; may be percieved as more credible






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






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






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






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






24. Standard price charged to customers






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






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






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






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






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






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






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






32. Price based on geographical location or zone of customers






33. Intensity - Persistence - Direction






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






35. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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)






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






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






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






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






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






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






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






48. (amount added to cost/selling price)






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






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)