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






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






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






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






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






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






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






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






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






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






11. 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






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






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






14. 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






15. (amount added to cost/cost)






16. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






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






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






25. (amount added to cost/selling price)






26. 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






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






28. Intensity - Persistence - Direction






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






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






31. The seller pays all shipping costs






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






33. 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)






34. Price based on geographical location or zone of customers






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






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






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






38. 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






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






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






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






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






43. Listen - Acknowledge - Assess - Respond - Confirm






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






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






46. 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






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






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






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






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