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






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






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






4. 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






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






6. 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)






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






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






9. 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






10. Price based on geographical location or zone of customers






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






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






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






14. Influence based on special skills or knowledge






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






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






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






18. (amount added to cost/cost)






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






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






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






22. Classification allows two factors to be considered simulataneously






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






24. 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






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






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






27. 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)






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






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






30. Single-factor analysis - portfolio analysis






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






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






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






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






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






36. Intensity - Persistence - Direction






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






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






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






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






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






42. 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)






43. 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.






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






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






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






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






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






49. Assessment - Discovery - Activation - Projection - Transition






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