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






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






3. (amount added to cost/cost)






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






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






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






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






8. The seller pays all shipping costs






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






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






11. (amount added to cost/selling price)






12. 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)






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






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






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






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






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






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






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






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






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






22. Standard price charged to customers






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






24. 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)






25. 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






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






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






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






29. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.






30. Assessment - Discovery - Activation - Projection - Transition






31. 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






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






33. 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






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






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






36. 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






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






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






39. 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






40. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured






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






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






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






44. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






48. 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






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






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