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






2. Something a salesperson sets out to accomplish






3. 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






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






5. 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.






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






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






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






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






10. 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.






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






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






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






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






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






16. 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






17. '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.






18. A written summary of the job






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






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






21. 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.






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






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






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






25. 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






26. 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.






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






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






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






30. 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.






31. 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






32. The process of placing existing customers and prospects into categories based on their potential as a customer






33. 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






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






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






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






37. A 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






38. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






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






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






45. 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






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






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






48. 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.






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






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