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. (amount added to cost/selling price)






2. 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






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






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






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






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






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






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






9. 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)






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






11. Price after allowance for all discounts






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






13. Intensity - Persistence - Direction






14. Single-factor analysis - portfolio analysis






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






16. 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






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






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






19. 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)






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






21. 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






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






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






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






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






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






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






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






29. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






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






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






35. Standard price charged to customers






36. 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.






37. 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






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






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






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






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






42. 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






43. (amount added to cost/cost)






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






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






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






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






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






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






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