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. Intensity - Persistence - Direction






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






3. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.






4. 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)






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






6. 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






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






8. Standard price charged to customers






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






10. 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






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






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






13. Listen - Acknowledge - Assess - Respond - Confirm






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






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






16. 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)






17. 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)






18. Price after allowance for all discounts






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






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






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






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






23. Classification allows two factors to be considered simulataneously






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






25. 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






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






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






28. Assessment - Discovery - Activation - Projection - Transition






29. Single-factor analysis - portfolio analysis






30. 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.






31. 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






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






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






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






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






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






37. (amount added to cost/cost)






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






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






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






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






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






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






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






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






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






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






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






49. Price based on geographical location or zone of customers






50. 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