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






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






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






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






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






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






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






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






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






10. Price based on geographical location or zone of customers






11. Influence based on special skills or knowledge






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






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






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






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






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






17. 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






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






19. 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)






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






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






22. 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






23. 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






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






25. 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)






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






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






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






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






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






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






32. 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






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






34. Price after allowance for all discounts






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






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






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






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






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






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






41. (amount added to cost/selling price)






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






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






44. Single-factor analysis - portfolio analysis






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






46. Listen - Acknowledge - Assess - Respond - Confirm






47. (amount added to cost/cost)






48. 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.






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






50. The seller pays all shipping costs