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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. 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






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






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






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






5. Price after allowance for all discounts






6. (amount added to cost/selling price)






7. (amount added to cost/cost)






8. 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






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






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






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






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






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






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






15. 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)






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






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)






18. Discounts the customer receives for buying a certain amount of products over a stated period






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






20. Standard price charged to customers






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






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






23. 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






24. 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






25. Classification allows two factors to be considered simulataneously






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






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






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






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






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






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






32. Single-factor analysis - portfolio analysis






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






34. 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)






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






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






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






38. 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






39. 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






40. 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.






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






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






43. Assessment - Discovery - Activation - Projection - Transition






44. Influence based on special skills or knowledge






45. Intensity - Persistence - Direction






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






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






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






49. A quality or characteristic of a product or service that is designed to provide value to a buyer






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







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Can you answer 50 questions in 15 minutes?


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