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






2. 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






3. 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






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






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






6. 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.






7. 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.






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






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






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






11. 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






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






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






14. 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.






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






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






17. 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






18. 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






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






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






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






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






23. 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






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






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






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






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






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






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






30. 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






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






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






33. 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.






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






35. Something a salesperson sets out to accomplish






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






37. 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.






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






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






40. '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.






41. A written summary of the job






42. Meeting and or exceeding customer service expectations.






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






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






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






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






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






48. 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






49. 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.






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