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. Price after allowance for all discounts






2. (amount added to cost/selling price)






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






4. (amount added to cost/cost)






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






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






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






8. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






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






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






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






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






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






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






21. The seller pays all shipping costs






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






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






24. 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)






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






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






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






28. 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






29. 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






30. 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






31. 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






32. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






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






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






42. Listen - Acknowledge - Assess - Respond - Confirm






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






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






45. 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






46. 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






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






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






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






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