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. Intensity - Persistence - Direction






2. 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






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






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






5. Price after allowance for all discounts






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






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






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






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






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






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






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






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






14. Assessment - Discovery - Activation - Projection - Transition






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






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






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






18. 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.






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






20. 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






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






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






23. 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






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






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






26. 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






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






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






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






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






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






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






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






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






35. The seller pays all shipping costs






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






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






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






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






40. 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)






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






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






43. 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






44. Listen - Acknowledge - Assess - Respond - Confirm






45. 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






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






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






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






49. 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)






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