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






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






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






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






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






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






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






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






9. 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






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






11. 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.






12. 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.






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






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






15. 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.






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






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






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






19. 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.






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






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






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






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






24. 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






25. Evaluation of the actual sales results salespeople achieve.






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






27. Something a salesperson sets out to accomplish






28. 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






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






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






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






32. 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.






33. 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.






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






35. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful






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






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






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






39. 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






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






41. The process of guiding one-self to do the right things and do them well






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. The number of individuals that report to each sales manager






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






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






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






47. 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






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






49. 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






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