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






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






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






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






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






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






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






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






9. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






17. 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)






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






19. 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






20. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






25. 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






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






27. (amount added to cost/selling price)






28. 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.






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






30. Intensity - Persistence - Direction






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






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






33. Standard price charged to customers






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






35. Listen - Acknowledge - Assess - Respond - Confirm






36. Price based on geographical location or zone of customers






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






38. 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)






39. (amount added to cost/cost)






40. 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






41. Single-factor analysis - portfolio analysis






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






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






44. 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






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






46. Price after allowance for all discounts






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






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






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






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