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. 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)






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






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






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






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






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






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






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






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






10. 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






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






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






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






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






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






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






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






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






19. Classification allows two factors to be considered simulataneously






20. 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.






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






22. 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)






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






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






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






26. 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






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. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






34. Single-factor analysis - portfolio analysis






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






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






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






38. The seller pays all shipping costs






39. 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






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






41. Intensity - Persistence - Direction






42. Price after allowance for all discounts






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






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






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






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






47. 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






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






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






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