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Test your basic knowledge |
Personal Selling
Start Test
Study First
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. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
Forestall
Different types of Routing plans
features
The human needs
2. Expert power - referent power - coercive power - reward power - legitimate power
FOB destination
Relationship Detractors
Sources of power
gross profit
3. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
The dimensions of motivation
mental steps in buying
components in the sales Dialogue Template
Resolving Complaints
4. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
sales dialogue template
Single-factor analysis
Forestall
methods for handling resistance
5. 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)
sequential Components of Effective Followup
Types of discounts
leapfrog pattern
sales dialogue
6. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
different types of objections
circular route pattern
consumer discount
7. Extensive training is required: customizable; interactive fosters trust
organized presentation
handling objections(LAARC)
list price
reward power
8. 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
Determine Markup based on price (% markup on price)
non-cumulative quantity discounts
Sequential Stages of Self-Leadership
sequential Components of Effective Followup
9. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution
steps to resolving Complaints
components of a commitment
needs of the prospect
indirect denial
10. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
cumulative quantity discounts
consumer discount
compensation
Portfolio Analysis
11. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
different ways of earning commitment
third party reinforcement
compensation
steps to resolving complaints
12. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
confirmed benefits
components of a sales proposal
SPES sequence for presenting sales aids
net profit
13. Some training is required; customizable while being written but not delivered; may be percieved as more credible
direct denial
different types of objections
Resolving Complaints
written proposal
14. (amount added to cost/selling price)
Resolving Complaints
expert power
Determine Markup based on price (% markup on price)
Single-factor analysis
15. Manufacturer reduces prices to channel members to compensate for services they perform
trade discounts
indirect denial
steps to resolving complaints
zone price
16. The benefits the buyer indicates are important and represent value
features
legitimate power
confirmed benefits
types of sales presentations
17. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
customer value proposition
consumer discount
Steps in the Selling Process
Single-factor analysis
18. A quality or characteristic of a product or service that is designed to provide value to a buyer
features
benefits
Relationship Detractors
Different types of account classifications
19. 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)
circular route pattern
The human needs
FOB (free on board)
Determine Markup based on cost (% Markup based on cost)
20. Intensity - Persistence - Direction
legitimate power
The dimensions of motivation
different types of objections
leapfrog pattern
21. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
Different types of prices
components in the sales Dialogue Template
types of sales presentations
Steps in the Selling Process
22. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
zone price
sales presentations
referent power
mental steps in buying
23. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
Different types of account classifications
methods for handling resistance
cash discounts
Characteristics of effective sales goals
24. Power that stems from the authority to punish or recommend punishment
Different types of account classifications
Single-factor analysis
coercive power
The dimensions of motivation
25. Dollar amount added to the product cost to determine its selling price
Markup
relationship enhancers
Resolving Complaints
importance of followup and customer retention
26. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
indirect denial
customer value proposition
steps to resolving Complaints
Relationship enhancement activities
27. Power that results from the authority to bestow rewards on other people
Relationship enhancement activities
sales dialogue
reward power
Steps in the Selling Process
28. Price after allowance for all discounts
different ways of earning commitment
proxemics
Different types of Routing plans
net price
29. Assessment - Discovery - Activation - Projection - Transition
The dimensions of motivation
ADAPT
compensation
mental steps in buying
30. Money available to cover the costs of marketing - operating the business - and profit.
gross profit
FOB (free on board)
circular route pattern
Self-Leadership
31. 1. attention 2. interest 3. desire4. conviction 5. purchase
organized presentation
Relationship enhancement activities
mental steps in buying
confirmed benefits
32. Discounts the customer receives for buying a certain amount of products over a stated period
Levels of sales goal
components of a commitment
cumulative quantity discounts
Sequence of the Sales Presentation
33. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
circular route pattern
steps to resolving Complaints
sales call
Importance of managing expectations
34. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
Types of discounts
Single-factor analysis
Sequential Stages of Self-Leadership
Relationship enhancement activities
35. 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
Relationship Detractors
customer value proposition
cash discounts
major city pattern
36. Classification allows two factors to be considered simulataneously
Portfolio Analysis
Sequential Stages of Self-Leadership
leapfrog pattern
major city pattern
37. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
gross profit
relationship enhancers
Types of discounts
cash discounts
38. Introduce the source of the objection before the prospect brings it up
different ways of earning commitment
sales dialogue template
Forestall
types of sales presentations
39. Earned when buyers pay their bill within a stated period
cash discounts
net profit
needs of the prospect
Different types of Routing plans
40. 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.
sales dialogue
cash discounts
sales dialogue template
components of a commitment
41. Personal goals - sales call goals - account goals - territory goals
Sources of power
Sequential Stages of Self-Leadership
Importance of managing expectations
Levels of sales goal
42. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
Steps in the Selling Process
canned presentation
steps to resolving Complaints
Resolving Complaints
43. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
different types of objections
trade discounts
Forestall
Self-Leadership
44. 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
Determine Markup based on cost (% Markup based on cost)
components in the sales Dialogue Template
importance of followup and customer retention
different ways of earning commitment
45. Respond to the objection by telling the prospect s/he is wrong
direct denial
methods for handling resistance
different ways of earning commitment
Importance of managing expectations
46. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
Sequence of the Sales Presentation
non-cumulative quantity discounts
ways to approach a prospect
handling objections(LAARC)
47. One time reduction in prices commonly used in both consumer and industrial goods
importance of followup and customer retention
Resolving Complaints
non-cumulative quantity discounts
indirect denial
48. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
list price
leapfrog pattern
check back or response check
Importance of managing expectations
49. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
sales presentations
check back or response check
Sequential Stages of Self-Leadership
needs of the prospect
50. Price based on geographical location or zone of customers
cumulative quantity discounts
sales dialogue template
cloverleaf pattern
zone price