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






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






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






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






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






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






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






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






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






10. 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






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






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






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






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






15. Classification allows two factors to be considered simulataneously






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






17. 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)






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






19. 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)






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






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






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






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






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






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






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






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






28. 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






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






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






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






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






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






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






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






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






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






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






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






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






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






42. 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






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






44. The seller pays all shipping costs






45. 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)






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






47. 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






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






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






50. Influence based on special skills or knowledge