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Test your basic knowledge |
Personal Selling
Start Test
Study First
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
sales presentations
indirect denial
SPES sequence for presenting sales aids
The dimensions of motivation
2. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
cumulative quantity discounts
direct denial
sales presentations
cash discounts
3. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
sales dialogue template
cash discounts
methods for handling resistance
proxemics
4. 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)
straight line route pattern
Different types of Routing plans
sales dialogue
Types of discounts
5. Memorized selling: structured - need satisfaction selling: Unstructured - problem solution selling: customized - Formula Selling: Semi-structured
types of sales presentations
Determine Markup based on cost (% Markup based on cost)
different types of objections
SPES sequence for presenting sales aids
6. 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
circular route pattern
mental steps in buying
relationship enhancers
Single-factor analysis
7. Realistic - yet challenging - specific and quantifiable - Time specific
features
check back or response check
components of a sales proposal
Characteristics of effective sales goals
8. Standard price charged to customers
list price
steps to resolving Complaints
Sequence of the Sales Presentation
direct denial
9. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
Resolving Complaints
Determine Markup based on cost (% Markup based on cost)
reward power
cash discounts
10. 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
third party reinforcement
components in the sales Dialogue Template
Determine Markup based on cost (% Markup based on cost)
Sequential Stages of Self-Leadership
11. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
confirmed benefits
compensation
mental steps in buying
Types of discounts
12. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
zone price
sales call
Markup
customer value proposition
13. Listen - Acknowledge - Assess - Respond - Confirm
methods for handling resistance
Different types of Routing plans
handling objections(LAARC)
third party reinforcement
14. Introduce the source of the objection before the prospect brings it up
Single-factor analysis
Relationship enhancement activities
Forestall
Different types of prices
15. Money available to cover the costs of marketing - operating the business - and profit.
gross profit
ADAPT
straight line route pattern
Sources of power
16. 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)
leapfrog pattern
canned presentation
customer value proposition
sales presentations
17. 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)
cloverleaf pattern
Forestall
steps to resolving Complaints
sales call
18. Price after allowance for all discounts
net price
FOB destination
Resolving Complaints
gross profit
19. Expert power - referent power - coercive power - reward power - legitimate power
referent power
steps to resolving Complaints
Sources of power
Relationship Detractors
20. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
components in the sales Dialogue Template
relationship enhancers
proxemics
direct denial
21. Respond to the objection by telling the prospect s/he is wrong
Different types of account classifications
Single-factor analysis
direct denial
SPES sequence for presenting sales aids
22. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
Relationship Detractors
Resolving Complaints
reward power
Markup
23. Classification allows two factors to be considered simulataneously
coercive power
Portfolio Analysis
relationship enhancers
consumer discount
24. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust
FOB destination
organized presentation
canned presentation
trade discounts
25. 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
sequential Components of Effective Followup
different ways of earning commitment
cloverleaf pattern
Levels of sales goal
26. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Importance of managing expectations
third party reinforcement
Determine Markup based on price (% markup on price)
written proposal
27. The added value or favorable features of the product or service the seller offers
benefits
importance of followup and customer retention
Sources of power
cumulative quantity discounts
28. Assessment - Discovery - Activation - Projection - Transition
ADAPT
mental steps in buying
Different types of account classifications
zone price
29. Single-factor analysis - portfolio analysis
Different types of account classifications
customer value proposition
SPES sequence for presenting sales aids
different ways of earning commitment
30. 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.
expert power
consumer discount
sales dialogue
SPES sequence for presenting sales aids
31. 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
cloverleaf pattern
cumulative quantity discounts
Markup
Sequential Stages of Self-Leadership
32. Power that stems from the authority to punish or recommend punishment
list price
coercive power
zone price
reward power
33. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
steps to resolving complaints
referent power
components of a sales proposal
importance of followup and customer retention
34. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
components of a sales proposal
organized presentation
types of sales presentations
methods for handling resistance
35. Some training is required; customizable while being written but not delivered; may be percieved as more credible
written proposal
circular route pattern
Forestall
canned presentation
36. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
Different types of Routing plans
Relationship enhancement activities
net price
different ways of earning commitment
37. (amount added to cost/cost)
Determine Markup based on cost (% Markup based on cost)
Single-factor analysis
Steps in the Selling Process
Self-Leadership
38. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
components of a commitment
Importance of managing expectations
Types of discounts
compensation
39. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
components of a commitment
methods for handling resistance
straight line route pattern
reward power
40. Earned when buyers pay their bill within a stated period
SPES sequence for presenting sales aids
cash discounts
different types of objections
Single-factor analysis
41. A quality or characteristic of a product or service that is designed to provide value to a buyer
canned presentation
features
proxemics
expert power
42. Discounts the customer receives for buying a certain amount of products over a stated period
cumulative quantity discounts
steps to resolving complaints
ADAPT
Different types of account classifications
43. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
benefits
check back or response check
third party reinforcement
Forestall
44. The money remaining after the costs of marketing and operating the business are paid
net price
net profit
Resolving Complaints
Importance of managing expectations
45. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
cloverleaf pattern
sales presentations
indirect denial
benefits
46. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
sales call
Self-Leadership
third party reinforcement
cumulative quantity discounts
47. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
non-cumulative quantity discounts
benefits
ways to approach a prospect
sales call
48. An appointment - agreement for next meeting - agreement for product demo - a sale
components of a commitment
proxemics
Different types of account classifications
components in the sales Dialogue Template
49. Price based on geographical location or zone of customers
non-cumulative quantity discounts
zone price
reward power
Forestall
50. 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
handling objections(LAARC)
FOB destination
major city pattern
sales dialogue