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






2. Respond to the objection by telling the prospect s/he is wrong






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






4. 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






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






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






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






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






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






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






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






12. Forestall - Direct Denial - indirect denial - compensation - question - third party reinforcement






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






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






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






16. Assessment - Discovery - Activation - Projection - Transition






17. Price based on geographical location or zone of customers






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






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






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






21. Listen - Acknowledge - Assess - Respond - Confirm






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






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






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






25. 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.






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






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






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






29. 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






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






31. 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






32. 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)






33. Standard price charged to customers






34. 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)






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






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






37. Price after allowance for all discounts






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






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






40. 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






41. (amount added to cost/selling price)






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






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






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






45. (amount added to cost/cost)






46. Classification allows two factors to be considered simulataneously






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






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






49. Single-factor analysis - portfolio analysis






50. Need - product or service features - company or source - price - time(stalling)