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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. 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
Relationship enhancement activities
The human needs
Determine Markup based on price (% markup on price)
major city pattern
2. Influence based on special skills or knowledge
check back or response check
ways to approach a prospect
expert power
circular route pattern
3. 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)
FOB (free on board)
Forestall
leapfrog pattern
compensation
4. One-time price reductions the producer passes on to channel members or directly to the consumer
Steps in the Selling Process
consumer discount
list price
needs of the prospect
5. Earned when buyers pay their bill within a stated period
zone price
organized presentation
cash discounts
Steps in the Selling Process
6. Counterbalance the objection with an offsetting benefit question: ask the buyer assessment questions to gain a better understanding of the source of the objection
compensation
different types of objections
non-cumulative quantity discounts
Sequence of the Sales Presentation
7. 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)
confirmed benefits
Single-factor analysis
circular route pattern
sales call
8. An in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
confirmed benefits
different ways of earning commitment
sales call
coercive power
9. A statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity.
handling objections(LAARC)
customer value proposition
non-cumulative quantity discounts
Levels of sales goal
10. 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)
referent power
cloverleaf pattern
major city pattern
components of a commitment
11. Introduce the source of the objection before the prospect brings it up
needs of the prospect
mental steps in buying
Forestall
ways to approach a prospect
12. 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)
straight line route pattern
Determine Markup based on price (% markup on price)
check back or response check
FOB destination
13. Realistic - yet challenging - specific and quantifiable - Time specific
Characteristics of effective sales goals
Different types of Routing plans
direct denial
Portfolio Analysis
14. Prospecting - Preapproach - approach - presentation - trial close - objections - meet objections - trial close - close - Follow-up
third party reinforcement
benefits
Steps in the Selling Process
net profit
15. A flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect.
Different types of prices
indirect denial
sales dialogue template
methods for handling resistance
16. Personal goals - sales call goals - account goals - territory goals
sales dialogue
Determine Markup based on price (% markup on price)
Forestall
Levels of sales goal
17. 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
Sequence of the Sales Presentation
Types of discounts
cloverleaf pattern
components in the sales Dialogue Template
18. List price - net price - zone price - FOB shipping point - FOB destination
The dimensions of motivation
Different types of prices
Sequential Stages of Self-Leadership
canned presentation
19. Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.
reward power
sales presentations
features
proxemics
20. Providing useful information - Expediting orders and monitoring installation - Training customer personnel - Correcting billing errors - Remembering the customer after the sale - Resolving complaints
sales dialogue
zone price
Relationship enhancement activities
written proposal
21. Listen carefully and get the whole story - Ask the customer what s/he would like you to do - Negotiate an agreeable solution
Importance of managing expectations
coercive power
different ways of earning commitment
steps to resolving Complaints
22. The benefits the buyer indicates are important and represent value
mental steps in buying
confirmed benefits
different ways of earning commitment
features
23. Single-factor analysis - portfolio analysis
Self-Leadership
ways to approach a prospect
FOB (free on board)
Different types of account classifications
24. Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson's points
third party reinforcement
Sources of power
major city pattern
Portfolio Analysis
25. 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
Levels of sales goal
Importance of managing expectations
components in the sales Dialogue Template
components of a commitment
26. One time reduction in prices commonly used in both consumer and industrial goods
The dimensions of motivation
non-cumulative quantity discounts
Different types of prices
mental steps in buying
27. Introductory approach - product approach - benefit approach - question approach - referral approach - compliment approach - survey approach
Relationship Detractors
ways to approach a prospect
proxemics
non-cumulative quantity discounts
28. 1) non-cumulative quantity discounts 2) cumulative quantity discounts 3) cash discounts 4) trade discounts 5) consumer discount:
components of a commitment
relationship enhancers
Types of discounts
Determine Markup based on price (% markup on price)
29. Listen carefully - ask the customer what s/he would like you to do - negotiate an agreeable solution
steps to resolving complaints
mental steps in buying
organized presentation
components in the sales Dialogue Template
30. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement
methods for handling resistance
different ways of earning commitment
Single-factor analysis
ADAPT
31. Respond to the objection by telling the prospect s/he is wrong
FOB (free on board)
direct denial
leapfrog pattern
trade discounts
32. An appointment - agreement for next meeting - agreement for product demo - a sale
components of a commitment
components of a sales proposal
zone price
sales dialogue template
33. The added value or favorable features of the product or service the seller offers
steps to resolving complaints
SPES sequence for presenting sales aids
FOB (free on board)
benefits
34. Manufacturer reduces prices to channel members to compensate for services they perform
confirmed benefits
Sequence of the Sales Presentation
trade discounts
benefits
35. Power that stems from a formal management position in an organization and the authority granted to it
written proposal
sales presentations
non-cumulative quantity discounts
legitimate power
36. Ask for the order/direct commitment -legitimate choice/alternative choice - summary commitment - t-account or balance sheet commitment - success story commitment
Single-factor analysis
reward power
net profit
different ways of earning commitment
37. Executive summary - situation analysis - needs benefits analysis - company description - pricing and sales agreement - suggested action and timetable
Levels of sales goal
sales dialogue template
sales presentations
components of a sales proposal
38. Intensity - Persistence - Direction
cloverleaf pattern
The dimensions of motivation
methods for handling resistance
major city pattern
39. The money remaining after the costs of marketing and operating the business are paid
compensation
net profit
customer value proposition
steps to resolving complaints
40. Power that results from characteristics that command subordinates' identification with - respect and admiration for - and desire to emulate the leader
components in the sales Dialogue Template
net profit
Markup
referent power
41. Money available to cover the costs of marketing - operating the business - and profit.
gross profit
legitimate power
methods for handling resistance
components in the sales Dialogue Template
42. Questions salespeople use throughout a sales dialogue to generate feedback from the buyer
FOB (free on board)
different ways of earning commitment
check back or response check
Different types of account classifications
43. 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
Single-factor analysis
needs of the prospect
expert power
components of a commitment
44. 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
Relationship enhancement activities
confirmed benefits
importance of followup and customer retention
Determine Markup based on price (% markup on price)
45. Discounts the customer receives for buying a certain amount of products over a stated period
cash discounts
cumulative quantity discounts
Steps in the Selling Process
FOB (free on board)
46. Listen - Acknowledge - Assess - Respond - Confirm
FOB (free on board)
Sequence of the Sales Presentation
handling objections(LAARC)
Different types of prices
47. 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
Types of discounts
steps to resolving complaints
SPES sequence for presenting sales aids
sequential Components of Effective Followup
48. Respond to the objection by providing evidence that helps the prospect realize s/he is mistaken
cumulative quantity discounts
expert power
customer value proposition
indirect denial
49. The personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication
Characteristics of effective sales goals
third party reinforcement
proxemics
Importance of managing expectations
50. State the selling point and introduce the aid - present the aid - explain the aid - summarize sales aid
relationship enhancers
SPES sequence for presenting sales aids
Portfolio Analysis
steps to resolving complaints