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






2. 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






3. 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.






4. 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.






5. 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






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






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






8. 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.






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






10. 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






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 process of improving a product or service for the customer.






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






14. 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






15. Evaluation of the actual sales results salespeople achieve.






16. Meeting and or exceeding customer service expectations.






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






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






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






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






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






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






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






24. '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.






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






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






27. 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






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






29. 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






30. 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.






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






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






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






34. 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






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






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






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






38. 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.






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






40. 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.






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






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






43. A written summary of the job






44. 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.






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






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






47. 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






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






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






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