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






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






3. Intensity - Persistence - Direction






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






5. 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






6. Extensive training is required: customizable; interactive fosters trust






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






8. 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






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






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






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






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






13. Influence based on special skills or knowledge






14. Single-factor analysis - portfolio analysis






15. Standard price charged to customers






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






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






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






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






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






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






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






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






24. Assessment - Discovery - Activation - Projection - Transition






25. Classification allows two factors to be considered simulataneously






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






27. 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






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






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






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






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






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






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






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






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






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






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






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






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






41. (amount added to cost/cost)






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






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






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






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






46. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.






47. Price after allowance for all discounts






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






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






50. The seller pays all shipping costs