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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. Certainty - uncertainty - significance - connection and love - needs of spirit
Relationship Detractors
different ways of earning commitment
The human needs
cumulative quantity discounts
2. The added value or favorable features of the product or service the seller offers
sales dialogue template
organized presentation
consumer discount
benefits
3. Power that stems from the authority to punish or recommend punishment
ways to approach a prospect
components in the sales Dialogue Template
coercive power
direct denial
4. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
straight line route pattern
canned presentation
Markup
sequential Components of Effective Followup
5. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
third party reinforcement
Relationship Detractors
ADAPT
benefits
6. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
FOB destination
check back or response check
compensation
Determine Markup based on cost (% Markup based on cost)
7. Respond to the objection by telling the prospect s/he is wrong
Determine Markup based on cost (% Markup based on cost)
types of sales presentations
The human needs
direct denial
8. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
ways to approach a prospect
Steps in the Selling Process
net profit
Markup
9. Classification allows two factors to be considered simulataneously
straight line route pattern
cloverleaf pattern
methods for handling resistance
Portfolio Analysis
10. Dollar amount added to the product cost to determine its selling price
referent power
The human needs
FOB (free on board)
Markup
11. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
trade discounts
list price
sales dialogue template
different ways of earning commitment
12. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
net profit
components of a sales proposal
referent power
types of sales presentations
13. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
written proposal
mental steps in buying
zone price
proxemics
14. One-time price reductions the producer passes on to channel members or directly to the consumer
Forestall
consumer discount
The human needs
Determine Markup based on price (% markup on price)
15. A quality or characteristic of a product or service that is designed to provide value to a buyer
straight line route pattern
features
ADAPT
circular route pattern
16. Power that results from the authority to bestow rewards on other people
circular route pattern
reward power
Levels of sales goal
Determine Markup based on price (% markup on price)
17. 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)
Determine Markup based on price (% markup on price)
leapfrog pattern
Different types of account classifications
cumulative quantity discounts
18. Realistic - yet challenging - specific and quantifiable - Time specific
components in the sales Dialogue Template
reward power
FOB destination
Characteristics of effective sales goals
19. 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
different types of objections
Sequence of the Sales Presentation
organized presentation
Sequential Stages of Self-Leadership
20. Assessment - Discovery - Activation - Projection - Transition
ADAPT
components in the sales Dialogue Template
leapfrog pattern
components of a sales proposal
21. 1. attention 2. interest 3. desire4. conviction 5. purchase
Determine Markup based on price (% markup on price)
Different types of account classifications
mental steps in buying
proxemics
22. Some training is required; customizable while being written but not delivered; may be percieved as more credible
Self-Leadership
mental steps in buying
steps to resolving complaints
written proposal
23. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Different types of Routing plans
relationship enhancers
sales presentations
sales call
24. Extensive training is required: customizable; interactive fosters trust
Importance of managing expectations
organized presentation
needs of the prospect
features
25. 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
Single-factor analysis
gross profit
third party reinforcement
components in the sales Dialogue Template
26. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
methods for handling resistance
net price
Self-Leadership
SPES sequence for presenting sales aids
27. (amount added to cost/selling price)
Sources of power
steps to resolving Complaints
Determine Markup based on price (% markup on price)
Determine Markup based on cost (% Markup based on cost)
28. 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
Portfolio Analysis
types of sales presentations
components of a sales proposal
29. Introduce the source of the objection before the prospect brings it up
different types of objections
The human needs
canned presentation
Forestall
30. Intensity - Persistence - Direction
compensation
The dimensions of motivation
list price
ADAPT
31. Need - product or service features - company or source - price - time(stalling)
third party reinforcement
written proposal
customer value proposition
different types of objections
32. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
compensation
Determine Markup based on cost (% Markup based on cost)
Forestall
referent power
33. Standard price charged to customers
FOB (free on board)
importance of followup and customer retention
Steps in the Selling Process
list price
34. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
components of a sales proposal
Sequential Stages of Self-Leadership
canned presentation
gross profit
35. Listen - Acknowledge - Assess - Respond - Confirm
handling objections(LAARC)
sales presentations
reward power
Different types of Routing plans
36. Price based on geographical location or zone of customers
FOB (free on board)
zone price
customer value proposition
features
37. Money available to cover the costs of marketing - operating the business - and profit.
Different types of account classifications
organized presentation
proxemics
gross profit
38. Territory routing plan in which the salesperson begins at the office and moves in an expanding pattern of concentric circles that spiral across the territory. (evenly distributed)
FOB (free on board)
direct denial
benefits
circular route pattern
39. (amount added to cost/cost)
consumer discount
Resolving Complaints
Determine Markup based on cost (% Markup based on cost)
net profit
40. 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
features
components in the sales Dialogue Template
compensation
direct denial
41. Single-factor analysis - portfolio analysis
methods for handling resistance
Levels of sales goal
Different types of account classifications
different ways of earning commitment
42. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
Types of discounts
Single-factor analysis
expert power
indirect denial
43. Personal goals - sales call goals - account goals - territory goals
third party reinforcement
Levels of sales goal
mental steps in buying
Single-factor analysis
44. 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
cash discounts
proxemics
importance of followup and customer retention
indirect denial
45. The benefits the buyer indicates are important and represent value
benefits
trade discounts
confirmed benefits
sales dialogue template
46. Price after allowance for all discounts
net price
sequential Components of Effective Followup
mental steps in buying
proxemics
47. Expert power - referent power - coercive power - reward power - legitimate power
Different types of account classifications
Sources of power
mental steps in buying
confirmed benefits
48. Earned when buyers pay their bill within a stated period
cash discounts
Relationship Detractors
different ways of earning commitment
major city pattern
49. Manufacturer reduces prices to channel members to compensate for services they perform
non-cumulative quantity discounts
components of a commitment
Determine Markup based on price (% markup on price)
trade discounts
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
components of a commitment
Relationship Detractors
Types of discounts
Different types of prices