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






2. (amount added to cost/cost)






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






4. Listen - Acknowledge - Assess - Respond - Confirm






5. (amount added to cost/selling price)






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






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






9. 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






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






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






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






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






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






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






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






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






18. Price after allowance for all discounts






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






20. Single-factor analysis - portfolio analysis






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






22. 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)






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






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






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






26. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern






27. 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)






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






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






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






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






32. 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.






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






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






35. Assessment - Discovery - Activation - Projection - Transition






36. Intensity - Persistence - Direction






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






38. Standard price charged to customers






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






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






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






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






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






44. Price based on geographical location or zone of customers






45. 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)






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






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






48. 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)






49. 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






50. 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