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Test your basic knowledge |
Personal Selling
Start Test
Study First
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. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
components in the sales Dialogue Template
net price
Self-Leadership
third party reinforcement
2. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
features
Steps in the Selling Process
Resolving Complaints
sales call
3. 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
The human needs
sales call
Sequence of the Sales Presentation
major city pattern
4. Realistic - yet challenging - specific and quantifiable - Time specific
proxemics
major city pattern
Characteristics of effective sales goals
leapfrog pattern
5. Price based on geographical location or zone of customers
zone price
consumer discount
straight line route pattern
organized presentation
6. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
reward power
trade discounts
written proposal
methods for handling resistance
7. Dollar amount added to the product cost to determine its selling price
Types of discounts
Markup
FOB (free on board)
different types of objections
8. List price - net price - zone price - FOB shipping point - FOB destination
compensation
reward power
Different types of prices
referent power
9. 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)
cloverleaf pattern
referent power
Determine Markup based on cost (% Markup based on cost)
expert power
10. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
The dimensions of motivation
canned presentation
Determine Markup based on cost (% Markup based on cost)
straight line route pattern
11. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
sequential Components of Effective Followup
Relationship Detractors
Importance of managing expectations
proxemics
12. 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)
Portfolio Analysis
canned presentation
straight line route pattern
consumer discount
13. Earned when buyers pay their bill within a stated period
major city pattern
cash discounts
organized presentation
Self-Leadership
14. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
straight line route pattern
types of sales presentations
reward power
gross profit
15. Intensity - Persistence - Direction
Steps in the Selling Process
mental steps in buying
confirmed benefits
The dimensions of motivation
16. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
proxemics
list price
Determine Markup based on price (% markup on price)
non-cumulative quantity discounts
17. Classification allows two factors to be considered simulataneously
Self-Leadership
Portfolio Analysis
Single-factor analysis
canned presentation
18. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
customer value proposition
Steps in the Selling Process
sales dialogue template
SPES sequence for presenting sales aids
19. Standard price charged to customers
ADAPT
leapfrog pattern
types of sales presentations
list price
20. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
The human needs
sequential Components of Effective Followup
needs of the prospect
Relationship enhancement activities
21. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Self-Leadership
The dimensions of motivation
methods for handling resistance
features
22. Respond to the objection by telling the prospect s/he is wrong
written proposal
confirmed benefits
benefits
direct denial
23. 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
legitimate power
steps to resolving Complaints
zone price
sequential Components of Effective Followup
24. Influence based on special skills or knowledge
types of sales presentations
expert power
mental steps in buying
Forestall
25. 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
importance of followup and customer retention
Relationship enhancement activities
Determine Markup based on price (% markup on price)
Resolving Complaints
26. Extensive training is required: customizable; interactive fosters trust
organized presentation
Self-Leadership
importance of followup and customer retention
The human needs
27. 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
FOB (free on board)
reward power
Sequence of the Sales Presentation
organized presentation
28. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
sales presentations
circular route pattern
Resolving Complaints
steps to resolving complaints
29. 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.
sales dialogue
Different types of prices
indirect denial
confirmed benefits
30. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
components of a sales proposal
Levels of sales goal
reward power
Importance of managing expectations
31. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
Different types of prices
Portfolio Analysis
importance of followup and customer retention
FOB (free on board)
32. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
straight line route pattern
Different types of Routing plans
reward power
compensation
33. An appointment - agreement for next meeting - agreement for product demo - a sale
Markup
components of a commitment
Portfolio Analysis
Sequence of the Sales Presentation
34. Need - product or service features - company or source - price - time(stalling)
Relationship Detractors
sequential Components of Effective Followup
circular route pattern
different types of objections
35. (amount added to cost/cost)
components of a commitment
indirect denial
Determine Markup based on cost (% Markup based on cost)
net profit
36. Listen - Acknowledge - Assess - Respond - Confirm
Markup
handling objections(LAARC)
indirect denial
Different types of account classifications
37. Manufacturer reduces prices to channel members to compensate for services they perform
major city pattern
relationship enhancers
Different types of prices
trade discounts
38. Single-factor analysis - portfolio analysis
components of a sales proposal
Different types of account classifications
sequential Components of Effective Followup
Relationship Detractors
39. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
ways to approach a prospect
Determine Markup based on cost (% Markup based on cost)
mental steps in buying
benefits
40. Personal goals - sales call goals - account goals - territory goals
Self-Leadership
The human needs
Levels of sales goal
proxemics
41. One time reduction in prices commonly used in both consumer and industrial goods
organized presentation
non-cumulative quantity discounts
Portfolio Analysis
leapfrog pattern
42. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
Different types of Routing plans
needs of the prospect
Sequential Stages of Self-Leadership
consumer discount
43. Expert power - referent power - coercive power - reward power - legitimate power
Sources of power
direct denial
written proposal
Types of discounts
44. Certainty - uncertainty - significance - connection and love - needs of spirit
Levels of sales goal
Determine Markup based on cost (% Markup based on cost)
The human needs
straight line route pattern
45. 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
reward power
needs of the prospect
Sequential Stages of Self-Leadership
Sequence of the Sales Presentation
46. The money remaining after the costs of marketing and operating the business are paid
net profit
Portfolio Analysis
steps to resolving Complaints
expert power
47. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
relationship enhancers
organized presentation
Resolving Complaints
reward power
48. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
Types of discounts
gross profit
components of a sales proposal
Single-factor analysis
49. Assessment - Discovery - Activation - Projection - Transition
ADAPT
The human needs
cumulative quantity discounts
Sources of power
50. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
gross profit
list price
sales dialogue template
check back or response check