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






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






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






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






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






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






7. 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






8. 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)






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






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






11. 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






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






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






14. Standard price charged to customers






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






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






17. Classification allows two factors to be considered simulataneously






18. Price based on geographical location or zone of customers






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






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






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






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






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






24. Single-factor analysis - portfolio analysis






25. Intensity - Persistence - Direction






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






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






28. 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)






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






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






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






32. 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






33. 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






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






35. Assessment - Discovery - Activation - Projection - Transition






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






37. 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






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






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






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






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






42. 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






43. 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.






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






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






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






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






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






49. 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)






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