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. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities






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






3. 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.






4. 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






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






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






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






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






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






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






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






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






13. 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.






14. 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






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






16. 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.






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






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






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






20. Evaluation of the actual sales results salespeople achieve.






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






22. 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.






23. 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.






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






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






26. A written summary of the job






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






28. 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






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






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






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






32. Meeting and or exceeding customer service expectations.






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






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






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






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






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






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






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






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






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






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






44. 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






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






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






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






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






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






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