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. 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.






2. '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.






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






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






5. 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






6. Meeting and or exceeding customer service expectations.






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






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






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






10. 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.






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






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






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






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






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






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






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






18. 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.






19. A written summary of the job






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






21. Evaluation of the actual sales results salespeople achieve.






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






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






24. 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.






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






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






27. 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






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






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






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






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






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






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






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






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






36. 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






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






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






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






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






41. 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






42. 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.






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






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






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






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






47. 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






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






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






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