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






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






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






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






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






6. Price after allowance for all discounts






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






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






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






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






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






12. 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






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






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






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






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






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






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






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






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. Earned when buyers pay their bill within a stated period






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






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






24. The seller pays all shipping costs






25. Single-factor analysis - portfolio analysis






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






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






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






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






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






31. 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)






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






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






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






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






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






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






38. Price based on geographical location or zone of customers






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






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






41. 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)






42. 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






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






44. Listen - Acknowledge - Assess - Respond - Confirm






45. Standard price charged to customers






46. 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






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






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






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






50. (amount added to cost/selling price)