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






2. 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






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






4. Influence based on special skills or knowledge






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






6. 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






7. The seller pays all shipping costs






8. 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






9. Classification allows two factors to be considered simulataneously






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






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






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






13. Standard price charged to customers






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






15. 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)






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






17. Power that stems from a formal management position in an organization and the authority granted to it






18. Assessment - Discovery - Activation - Projection - Transition






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






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






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






22. Price after allowance for all discounts






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






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






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






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






27. 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






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






29. 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






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






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






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






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






34. Single-factor analysis - portfolio analysis






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






36. 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)






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






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






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






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






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






42. (amount added to cost/selling price)






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






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






45. 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)






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






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






48. 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






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






50. 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)