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






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






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






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






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






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






7. 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)






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






9. (amount added to cost/selling price)






10. The seller pays all shipping costs






11. 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)






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






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






14. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






20. Single-factor analysis - portfolio analysis






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






22. 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






23. Intensity - Persistence - Direction






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






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






26. Price after allowance for all discounts






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






28. 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






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






30. 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






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






32. 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






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






34. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






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






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






42. 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






43. Influence based on special skills or knowledge






44. 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






45. 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)






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






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






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






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






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