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. Dollar amount added to the product cost to determine its 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. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader






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






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






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






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






8. Price after allowance for all discounts






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






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






11. (amount added to cost/cost)






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






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






14. 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)






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






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






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






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






19. 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






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






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






22. Intensity - Persistence - Direction






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






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






25. Single-factor analysis - portfolio analysis






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






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






28. The money remaining after the costs of marketing and operating the business are paid






29. Classification allows two factors to be considered simulataneously






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






31. Standard price charged to customers






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






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






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






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






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






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






39. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution






40. 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






41. 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.






42. Influence based on special skills or knowledge






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






44. 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)






45. 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






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






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






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






49. 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)






50. Earned when buyers pay their bill within a stated period