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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. 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.
relationship enhancers
legitimate power
sales dialogue
Determine Markup based on cost (% Markup based on cost)
2. Need - product or service features - company or source - price - time(stalling)
expert power
features
gross profit
different types of objections
3. Certainty - uncertainty - significance - connection and love - needs of spirit
list price
Sequence of the Sales Presentation
SPES sequence for presenting sales aids
The human needs
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)
features
gross profit
FOB (free on board)
straight line route pattern
5. 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
components in the sales Dialogue Template
Importance of managing expectations
Determine Markup based on price (% markup on price)
Different types of account classifications
6. Earned when buyers pay their bill within a stated period
Sources of power
Characteristics of effective sales goals
importance of followup and customer retention
cash discounts
7. Manufacturer reduces prices to channel members to compensate for services they perform
trade discounts
different ways of earning commitment
direct denial
types of sales presentations
8. Classification allows two factors to be considered simulataneously
Steps in the Selling Process
Portfolio Analysis
benefits
FOB destination
9. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
sales presentations
Markup
Levels of sales goal
components of a sales proposal
10. Single-factor analysis - portfolio analysis
methods for handling resistance
Portfolio Analysis
Sequence of the Sales Presentation
Different types of account classifications
11. Influence based on special skills or knowledge
components of a commitment
expert power
Resolving Complaints
indirect denial
12. One-time price reductions the producer passes on to channel members or directly to the consumer
check back or response check
consumer discount
compensation
sales dialogue template
13. Introduce the source of the objection before the prospect brings it up
sales call
compensation
Forestall
Single-factor analysis
14. 1. attention 2. interest 3. desire4. conviction 5. purchase
mental steps in buying
sales dialogue template
Portfolio Analysis
major city pattern
15. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
FOB (free on board)
methods for handling resistance
Sequence of the Sales Presentation
canned presentation
16. The seller pays all shipping costs
sales call
FOB destination
net price
sales presentations
17. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
Portfolio Analysis
needs of the prospect
coercive power
Relationship enhancement activities
18. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
third party reinforcement
Relationship enhancement activities
indirect denial
coercive power
19. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else
Markup
third party reinforcement
zone price
Relationship Detractors
20. Listen - Acknowledge - Assess - Respond - Confirm
handling objections(LAARC)
organized presentation
major city pattern
SPES sequence for presenting sales aids
21. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
proxemics
legitimate power
steps to resolving complaints
straight line route pattern
22. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
different types of objections
FOB (free on board)
sequential Components of Effective Followup
handling objections(LAARC)
23. 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
non-cumulative quantity discounts
reward power
steps to resolving complaints
importance of followup and customer retention
24. Money available to cover the costs of marketing - operating the business - and profit.
straight line route pattern
ways to approach a prospect
gross profit
Sequence of the Sales Presentation
25. Respond to the objection by telling the prospect s/he is wrong
direct denial
The dimensions of motivation
customer value proposition
Markup
26. 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
cumulative quantity discounts
Sequential Stages of Self-Leadership
components of a sales proposal
direct denial
27. The process of first deciding what is to be accomplished and then placing into motion the proper plan designed to achieve those objectives
Sequential Stages of Self-Leadership
zone price
Determine Markup based on cost (% Markup based on cost)
Self-Leadership
28. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
circular route pattern
third party reinforcement
zone price
net price
29. Power that stems from the authority to punish or recommend punishment
steps to resolving complaints
expert power
coercive power
sales dialogue
30. (amount added to cost/selling price)
Different types of prices
Determine Markup based on price (% markup on price)
Resolving Complaints
reward power
31. 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)
circular route pattern
list price
direct denial
importance of followup and customer retention
32. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
needs of the prospect
components of a sales proposal
non-cumulative quantity discounts
FOB (free on board)
33. Extensive training is required: customizable; interactive fosters trust
customer value proposition
expert power
organized presentation
methods for handling resistance
34. Discounts the customer receives for buying a certain amount of products over a stated period
Types of discounts
cumulative quantity discounts
ways to approach a prospect
cash discounts
35. Expert power - referent power - coercive power - reward power - legitimate power
Portfolio Analysis
Sources of power
Steps in the Selling Process
sales dialogue
36. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
trade discounts
straight line route pattern
steps to resolving Complaints
Different types of Routing plans
37. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
Steps in the Selling Process
handling objections(LAARC)
customer value proposition
coercive power
38. Price after allowance for all discounts
net price
written proposal
circular route pattern
consumer discount
39. Power that results from the authority to bestow rewards on other people
components in the sales Dialogue Template
Levels of sales goal
reward power
non-cumulative quantity discounts
40. Power that stems from a formal management position in an organization and the authority granted to it
legitimate power
Portfolio Analysis
The dimensions of motivation
net price
41. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
indirect denial
check back or response check
customer value proposition
sales dialogue
42. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
coercive power
sales dialogue template
indirect denial
Self-Leadership
43. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution
Forestall
indirect denial
steps to resolving Complaints
direct denial
44. Some training is required; customizable while being written but not delivered; may be percieved as more credible
trade discounts
sales call
written proposal
proxemics
45. Standard price charged to customers
Determine Markup based on price (% markup on price)
confirmed benefits
list price
components of a commitment
46. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
organized presentation
sales call
Sequence of the Sales Presentation
The human needs
47. Dollar amount added to the product cost to determine its selling price
sales presentations
major city pattern
Markup
components of a commitment
48. The added value or favorable features of the product or service the seller offers
benefits
different types of objections
FOB (free on board)
Characteristics of effective sales goals
49. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
components of a commitment
Levels of sales goal
relationship enhancers
SPES sequence for presenting sales aids
50. Personal goals - sales call goals - account goals - territory goals
Levels of sales goal
net profit
third party reinforcement
Resolving Complaints