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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. Influence based on special skills or knowledge






2. 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






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






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






5. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






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






11. Intensity - Persistence - Direction






12. 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)






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






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






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






16. 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






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






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






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






20. Price after allowance for all discounts






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






23. 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






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






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






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






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






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






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






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






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






32. The seller pays all shipping costs






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






34. 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)






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






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






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






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






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






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






41. Standard price charged to customers






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






43. (amount added to cost/cost)






44. 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.






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






46. 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)






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






48. 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






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






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







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Can you answer 50 questions in 15 minutes?


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