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






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






3. 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






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






5. Price based on geographical location or zone of customers






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






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






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






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






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






12. 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)






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






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






15. Intensity - Persistence - Direction






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






17. Classification allows two factors to be considered simulataneously






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






19. Standard price charged to customers






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 process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives






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






23. 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






24. Influence based on special skills or knowledge






25. 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






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






27. 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






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






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






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






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






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






35. (amount added to cost/cost)






36. Listen - Acknowledge - Assess - Respond - Confirm






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






38. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






45. 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






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






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






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






49. Assessment - Discovery - Activation - Projection - Transition






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