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






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






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






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






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






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






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






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






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






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






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






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






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






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






15. 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






16. 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






17. Listen - Acknowledge - Assess - Respond - Confirm






18. Intensity - Persistence - Direction






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






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






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






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






23. (amount added to cost/cost)






24. 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






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






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






27. 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






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






29. 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






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






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






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






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






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






35. 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)






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






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






38. 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.






39. Single-factor analysis - portfolio analysis






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






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






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






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






44. 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






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






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






47. (amount added to cost/selling price)






48. Influence based on special skills or knowledge






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






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