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






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






4. 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






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






6. (amount added to cost/cost)






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






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






9. 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






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






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






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






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






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






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






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






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






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






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






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






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






23. Intensity - Persistence - Direction






24. Means the buyer pays transportation charges on the goods--- the title passes to the customer when the goods are loaded on the shipping vehicles






25. Price after allowance for all discounts






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






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






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






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






30. (amount added to cost/selling price)






31. Single-factor analysis - portfolio analysis






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






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






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






35. Focus on short-term - Over Promise-Under Deliver - Call Sporadically - Show Up for Another Order - Can Never Reach Salesperson - Lie - Exaggerate - Blame Someone else






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






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






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






39. 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)






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






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






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






43. 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.






44. Standard price charged to customers






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






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






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






48. Classification allows two factors to be considered simulataneously






49. Listen - Acknowledge - Assess - Respond - Confirm






50. Sales presentation that includes scripted sales calls - memorized presentations - and automated presentations. little training is required; inflexible/not customizable; difficult to build trust