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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. Failure to meet expectations results in dissatisfaction - meeting expectations results in satisfaction - exceeding expectations results in delight
Types of discounts
The dimensions of motivation
legitimate power
Importance of managing expectations
2. 1) straight line route pattern 2) cloverleaf pattern 3) circular route pattern 4) leapfrog pattern 5) major city pattern
Sequence of the Sales Presentation
Different types of Routing plans
net price
third party reinforcement
3. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
Relationship Detractors
sales dialogue template
SPES sequence for presenting sales aids
ADAPT
4. Earned when buyers pay their bill within a stated period
cash discounts
Importance of managing expectations
zone price
net price
5. Influence based on special skills or knowledge
expert power
coercive power
steps to resolving complaints
indirect denial
6. Classification allows two factors to be considered simulataneously
components in the sales Dialogue Template
Portfolio Analysis
cloverleaf pattern
sales call
7. The seller pays all shipping costs
sales dialogue template
steps to resolving complaints
steps to resolving Complaints
FOB destination
8. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
circular route pattern
different ways of earning commitment
customer value proposition
Levels of sales goal
9. Price after allowance for all discounts
ADAPT
net price
different ways of earning commitment
needs of the prospect
10. Need - product or service features - company or source - price - time(stalling)
ADAPT
Steps in the Selling Process
different types of objections
Different types of Routing plans
11. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
Determine Markup based on price (% markup on price)
handling objections(LAARC)
gross profit
Relationship enhancement activities
12. (amount added to cost/cost)
major city pattern
referent power
non-cumulative quantity discounts
Determine Markup based on cost (% Markup based on cost)
13. Introduce the source of the objection before the prospect brings it up
Sources of power
Forestall
sales dialogue
Determine Markup based on price (% markup on price)
14. Manufacturer reduces prices to channel members to compensate for services they perform
trade discounts
sales dialogue
confirmed benefits
third party reinforcement
15. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
Sequence of the Sales Presentation
Sequential Stages of Self-Leadership
steps to resolving complaints
referent power
16. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
coercive power
indirect denial
features
Sources of power
17. 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.
components in the sales Dialogue Template
major city pattern
Self-Leadership
sales dialogue
18. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
sequential Components of Effective Followup
Sequence of the Sales Presentation
referent power
third party reinforcement
19. 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)
cash discounts
sales dialogue template
leapfrog pattern
steps to resolving Complaints
20. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
Different types of account classifications
reward power
third party reinforcement
handling objections(LAARC)
21. 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
net profit
Sequential Stages of Self-Leadership
components in the sales Dialogue Template
third party reinforcement
22. 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)
cloverleaf pattern
referent power
Sequential Stages of Self-Leadership
Markup
23. 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
major city pattern
Relationship enhancement activities
ways to approach a prospect
Relationship Detractors
24. The benefits the buyer indicates are important and represent value
net price
mental steps in buying
confirmed benefits
Types of discounts
25. 1) Gain agreement on solution 2) Take action; educate the customer 3) Follow through on all promises -- add value
Sequential Stages of Self-Leadership
Different types of Routing plans
Resolving Complaints
indirect denial
26. Money available to cover the costs of marketing - operating the business - and profit.
ways to approach a prospect
gross profit
referent power
Levels of sales goal
27. Dollar amount added to the product cost to determine its selling price
ways to approach a prospect
Markup
steps to resolving Complaints
third party reinforcement
28. Assessment - Discovery - Activation - Projection - Transition
steps to resolving Complaints
FOB (free on board)
consumer discount
ADAPT
29. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
methods for handling resistance
handling objections(LAARC)
major city pattern
legitimate power
30. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
Single-factor analysis
indirect denial
components of a sales proposal
net price
31. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
Sequence of the Sales Presentation
proxemics
sales dialogue
The dimensions of motivation
32. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
Different types of Routing plans
ways to approach a prospect
FOB destination
net profit
33. Expert power - referent power - coercive power - reward power - legitimate power
FOB (free on board)
sales call
needs of the prospect
Sources of power
34. Certainty - uncertainty - significance - connection and love - needs of spirit
sales dialogue
The human needs
SPES sequence for presenting sales aids
Types of discounts
35. Personal goals - sales call goals - account goals - territory goals
relationship enhancers
leapfrog pattern
methods for handling resistance
Levels of sales goal
36. Discounts the customer receives for buying a certain amount of products over a stated period
circular route pattern
indirect denial
legitimate power
cumulative quantity discounts
37. It is important to uncover the ________________ and match them with the benefits of your product in the presentation
benefits
sales call
needs of the prospect
check back or response check
38. A quality or characteristic of a product or service that is designed to provide value to a buyer
written proposal
Different types of account classifications
features
circular route pattern
39. List price - net price - zone price - FOB shipping point - FOB destination
gross profit
components of a sales proposal
Characteristics of effective sales goals
Different types of prices
40. 1. attention 2. interest 3. desire4. conviction 5. purchase
components of a sales proposal
confirmed benefits
mental steps in buying
components in the sales Dialogue Template
41. Extensive training is required: customizable; interactive fosters trust
sales presentations
features
components in the sales Dialogue Template
organized presentation
42. The money remaining after the costs of marketing and operating the business are paid
net profit
net price
Sources of power
organized presentation
43. Listen - Acknowledge - Assess - Respond - Confirm
handling objections(LAARC)
trade discounts
gross profit
Different types of prices
44. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles
Resolving Complaints
FOB (free on board)
check back or response check
third party reinforcement
45. Price based on geographical location or zone of customers
referent power
confirmed benefits
handling objections(LAARC)
zone price
46. 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
ways to approach a prospect
Characteristics of effective sales goals
Portfolio Analysis
47. Power that results from the authority to bestow rewards on other people
check back or response check
sales dialogue
reward power
non-cumulative quantity discounts
48. One time reduction in prices commonly used in both consumer and industrial goods
Determine Markup based on cost (% Markup based on cost)
sequential Components of Effective Followup
Levels of sales goal
non-cumulative quantity discounts
49. Single-factor analysis - portfolio analysis
straight line route pattern
zone price
Different types of account classifications
FOB (free on board)
50. One-time price reductions the producer passes on to channel members or directly to the consumer
Resolving Complaints
Markup
net profit
consumer discount