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. 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






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






3. Price based on geographical location or zone of customers






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






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






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






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






8. 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






9. (amount added to cost/selling price)






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






11. 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






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






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






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






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






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






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






18. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






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






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






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






27. Price after allowance for all discounts






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






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






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






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






32. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






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






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






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






43. Intensity - Persistence - Direction






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






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






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






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






48. 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






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






50. (amount added to cost/cost)