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






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






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






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






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






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






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






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






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






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






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






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






13. Single-factor analysis - portfolio analysis






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






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






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






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






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






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






20. 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






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






22. 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






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






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






25. Listen - Acknowledge - Assess - Respond - Confirm






26. 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)






27. The seller pays all shipping costs






28. 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






29. 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)






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






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






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






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






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






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






36. 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






37. 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.






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






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






40. Standard price charged to customers






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






42. (amount added to cost/selling price)






43. Intensity - Persistence - Direction






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






45. 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)






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






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






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






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






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