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. Assessment - Discovery - Activation - Projection - Transition






2. 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)






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






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






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






6. Price based on geographical location or zone of customers






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






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






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






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






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






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






13. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken






14. 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






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






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






17. 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.






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






19. Standard price charged to customers






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






21. 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






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






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






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






25. Listen - Acknowledge - Assess - Respond - Confirm






26. The seller pays all shipping costs






27. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else






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






29. 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)






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






31. 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






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. 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






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






35. 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)






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






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






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






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






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






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






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






43. 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






44. 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)






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






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






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






48. Price after allowance for all discounts






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






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