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






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






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






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






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






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






7. 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)






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






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






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






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






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






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






14. 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






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






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






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






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






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






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






21. Classification allows two factors to be considered simulataneously






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






23. (amount added to cost/cost)






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






25. Influence based on special skills or knowledge






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






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






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






29. 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






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






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






32. 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






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






34. 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.






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






36. Listen - Acknowledge - Assess - Respond - Confirm






37. 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)






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






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






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






41. The seller pays all shipping costs






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






43. Assessment - Discovery - Activation - Projection - Transition






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






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






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






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






48. Dollar amount added to the product cost to determine its selling price






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






50. 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)