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






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






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






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






5. Influence based on special skills or knowledge






6. Classification allows two factors to be considered simulataneously






7. The seller pays all shipping costs






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






9. Price after allowance for all discounts






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






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






12. (amount added to cost/cost)






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






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






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






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






17. 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.






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






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






21. 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






22. 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)






23. 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






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






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






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






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






28. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






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






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






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






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






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






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






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






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






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






43. Listen - Acknowledge - Assess - Respond - Confirm






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






45. Price based on geographical location or zone of customers






46. 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)






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






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






49. Single-factor analysis - portfolio analysis






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