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. Classification allows two factors to be considered simulataneously






2. 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






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






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






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






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






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






8. Listen - Acknowledge - Assess - Respond - Confirm






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)






10. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points






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






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






13. The seller pays all shipping costs






14. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:






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






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






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






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






19. 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






20. (amount added to cost/selling price)






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






22. Price based on geographical location or zone of customers






23. Influence based on special skills or knowledge






24. 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)






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






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






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






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






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.






30. 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)






31. Standard price charged to customers






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






33. Single-factor analysis - portfolio analysis






34. 1. attention 2. interest 3. desire4. conviction 5. purchase






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






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






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






38. 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






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






40. 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






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






42. 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






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






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






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






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






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






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






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






50. Assessment - Discovery - Activation - Projection - Transition