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. 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






2. Influence based on special skills or knowledge






3. 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)






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






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






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






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






10. 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)






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






12. 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)






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






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






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






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






17. 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






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






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






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






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






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






23. Single-factor analysis - portfolio analysis






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






25. 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






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






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






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






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






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






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






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






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






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






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






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






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






38. Intensity - Persistence - Direction






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






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






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






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






43. 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






44. 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






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






46. Listen - Acknowledge - Assess - Respond - Confirm






47. 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






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






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






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