Test your basic knowledge |

Professional 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. The salesperson acts to maximize the number of critical encounters with buyers in order to encourage effective dialogue and involvement between the salesperson and buyer.






2. The ability of a salesperson to get knocked down several times a day by a customer's verbal assault (i.e. - complaint) and get right back up with a smile and ask for more.






3. Offices set up at multiple locations where salespeople can access the wide range of selling technology that could be easily carried on a notebook or laptop computer.






4. A way to build on buyer-salesperson relationships in which the buyer's organization and the salesperson's organization join together to improve an offering.






5. A territory 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






6. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.






7. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).






8. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives






9. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process






10. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information






11. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding






12. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals






13. The number of individuals that report to each sales manager






14. Involves performance assessment of a salesperson from multiple source having a relationship with the salesperson






15. A territory routing plan in which salespeople start from their offices and make calls in one direction until they reach the end of the territory






16. Activities that influence others to achieve shared goals to advance the organization






17. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives






18. A written summary of the job






19. Proprietary computer networks created by an organization for use by the organization's customers or suppliers and linked to the organization's internal systems - informational databases - and intranet.






20. Meetings in which the salesperson encourages the buyer to discuss tough issues - especially in areas where the salesperson's organization is providing less-than satisfactory performance






21. An overall assessment of how well the sales organization achieved its goals and objectives






22. A method for analyzing accounts that allow two factors to be considered simultaneously






23. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model






24. The ability to create - assess - and interact with networks of contacts electronically






25. A method for analyzing accounts that is based on one single factor - typically the level of sales potential






26. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget






27. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty






28. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers






29. Composed of three dimension: intensity - persistence - and direction. Intensity is the amount of effort expended - persistence the the ongoing choice to expend effort - and direction refers to how salespeople spend their time on the job






30. Something a salesperson sets out to accomplish






31. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices






32. The process of improving a product or service for the customer.






33. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps






34. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles






35. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals






36. A determination of the type of relationship to be developed with different account groups






37. Evaluation of the actual sales results salespeople achieve.






38. An examination of the tasks - duties - and responsibilities of the sales job






39. A two-way flow of information between salesperson and customer.






40. Involves the planning of sales messages and interactions with customers. sales strategy can be defined at three levels: for a group of customers such as a sales territory; for individual customers; and specific customer encounters - referred to as s






41. Tools that streamline the selling process - generate improved selling opportunities - facilitate cross-functional teaming and intraorganizational communication - and enhance communication and follow-up with customers






42. The salesperson maintains contact with the multiple individuals in the buying organization influencing purchase decisions and manages the various touch points the customer has in the selling organization to ensure consistency in communication.






43. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.






44. Meeting and or exceeding customer service expectations.






45. A territory routing plan in which the sales person works a different part of the territory and travels in a circular loop back to the starting point.






46. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job






47. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales






48. The salesperson coordinates and interprets the information gathered through buyer-seller contact and collaboration to develop insight regarding the buyer's changing situation - needs - and expectations.






49. The use of customer-driven processes enabled by the latest web technology to co-create value with customers






50. The classification of accounts within a target market into categories for the purpose of developing strategic approaches to selling to each account or account group