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. (amount added to cost/selling price)






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






3. 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)






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






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






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






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






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






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






10. Price after allowance for all discounts






11. 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






12. Influence based on special skills or knowledge






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






14. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






20. The seller pays all shipping costs






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






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






23. Classification allows two factors to be considered simulataneously






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






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






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






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






28. Standard price charged to customers






29. 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






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






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






32. Single-factor analysis - portfolio analysis






33. (amount added to cost/cost)






34. 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






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






36. 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






37. Price based on geographical location or zone of customers






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






39. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






43. Intensity - Persistence - Direction






44. 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






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






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






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






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






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






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