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. 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.






3. 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.






4. 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






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






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






7. 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






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






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






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






11. 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






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






13. 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






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






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 written summary of the job






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






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






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






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






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. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






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






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






30. 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






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






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






33. Something a salesperson sets out to accomplish






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






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






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






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






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






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






41. 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






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






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






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






45. Meeting and or exceeding customer service expectations.






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






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






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






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






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