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






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






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






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






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






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






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






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






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






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






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






13. 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






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






15. (amount added to cost/selling price)






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






17. 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






18. 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






19. 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






20. Classification allows two factors to be considered simulataneously






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






22. The seller pays all shipping costs






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






24. Assessment - Discovery - Activation - Projection - Transition






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






26. (amount added to cost/cost)






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






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






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






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






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






32. Listen - Acknowledge - Assess - Respond - Confirm






33. 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






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






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






36. Intensity - Persistence - Direction






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






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






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






40. Standard price charged to customers






41. 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)






42. Power that results from the authority to bestow rewards on other people






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






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






45. 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.






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






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






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






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






50. 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)