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






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






3. 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.






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






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






6. 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)






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






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






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






10. Realistic - yet challenging - specific and quantifiable - Time specific






11. Classification allows two factors to be considered simulataneously






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






13. (amount added to cost/cost)






14. 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






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






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






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






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






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






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






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






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






23. Single-factor analysis - portfolio analysis






24. 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)






25. Price after allowance for all discounts






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






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






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






29. Standard price charged to customers






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






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






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






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






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






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






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






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






38. Price based on geographical location or zone of customers






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






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






41. Intensity - Persistence - Direction






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






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






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






45. 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)






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






47. 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






48. Assessment - Discovery - Activation - Projection - Transition






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






50. 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