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. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time






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






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






4. The desire of a salesperson to serve customers each day.






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






6. Systematic use of several assessment tools such as presentations - role play exercises - group discussion - and business game simulations to identify candidate strengths and weaknesses relative to job qualifications or for employee development






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






8. The process of scheduling activities that can be used as a map for achieving objectives






9. 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.






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






11. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories






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






13. Relationships salespeople build with customers outside the organization and working environment






14. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.






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






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






17. The process of surveying an area to determine customers and prospects who are most likely to buy






18. 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.






19. 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






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






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






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






23. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance






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






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






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






27. The process of converting new customers into lifetime customers by continually adding value to the product.






28. 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.






29. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.






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






31. The use of multiple-person sales teams in dealing with multiple-person customer buying centers






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






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






34. 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.






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






36. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis






37. A territory routing plan used when the territory is composed of a major metropolitan and the territory is split into a series of geometrical shapes reflecting each one's concentration and pattern of accounts






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






39. Evaluation of the actual sales results salespeople achieve.






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






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






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






43. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.






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






45. Relationships salespeople have with other individuals in their own company






46. 'Smart' sales force automation tools that analyze data on past customer behavior - cross-selling opportunities - and demographics to identify areas of opportunity and high customer interest.






47. 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.






48. 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.






49. A performance evaluation method with the ability to link salesperson behaviors with specific outcomes and allow managers to indicate the level of behavior a specific salesperson has achieved.






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