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






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






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






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






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






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






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






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






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






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






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






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






13. 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






14. 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






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






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






17. 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






18. 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






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






20. Price based on geographical location or zone of customers






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






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






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






24. (amount added to cost/cost)






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






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






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






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






29. (amount added to cost/selling price)






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






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






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






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






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






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






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






37. Intensity - Persistence - Direction






38. Classification allows two factors to be considered simulataneously






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






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






41. Standard price charged to customers






42. Influence based on special skills or knowledge






43. 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






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






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






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






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






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






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






50. 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)