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






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






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






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






5. Standard price charged to customers






6. 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






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






8. Price after allowance for all discounts






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






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






11. Classification allows two factors to be considered simulataneously






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






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






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






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






16. (amount added to cost/selling price)






17. Intensity - Persistence - Direction






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






19. The seller pays all shipping costs






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






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






22. 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.






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






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






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






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






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






28. 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)






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






30. Price based on geographical location or zone of customers






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






32. 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)






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






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






35. 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






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






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






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






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






40. 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






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






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






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






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






45. Single-factor analysis - portfolio analysis






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






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






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






49. 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)






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