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






2. 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






3. 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






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






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






6. Listen - Acknowledge - Assess - Respond - Confirm






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






8. 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






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






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






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






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






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






14. 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)






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






16. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.






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






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






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






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






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






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






23. 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.






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






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






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






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






28. (amount added to cost/selling price)






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






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






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






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






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






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






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






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






37. Influence based on special skills or knowledge






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






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






40. 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






41. Price based on geographical location or zone of customers






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






43. 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






44. Single-factor analysis - portfolio analysis






45. Standard price charged to customers






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






47. (amount added to cost/cost)






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






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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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