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. Standard price charged to customers






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






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






4. Single-factor analysis - portfolio analysis






5. Listen - Acknowledge - Assess - Respond - Confirm






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






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






8. 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






9. 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






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






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






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






13. Expert power - referent power - coercive power - reward power - legitimate power






14. Power that results from the authority to bestow rewards on other people






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






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






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






18. Money available to cover the costs of marketing - operating the business - and profit.






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






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






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






22. 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)






23. 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)






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






25. Price based on geographical location or zone of customers






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






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






28. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution






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






30. 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






31. 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






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






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






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






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






36. Classification allows two factors to be considered simulataneously






37. Price after allowance for all discounts






38. 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






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






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






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






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






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






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






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






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






47. 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






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






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






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