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






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






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






4. 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






5. Something a salesperson sets out to accomplish






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






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






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






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






10. 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






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






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






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






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






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






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






17. 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.






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






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






21. 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.






22. '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.






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






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






25. Evaluation of the actual sales results salespeople achieve.






26. 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.






27. 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






28. 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






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






30. Meeting and or exceeding customer service expectations.






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






32. 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






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






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. 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.






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






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






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






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






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






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






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






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






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






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






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






47. 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.






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






49. 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.






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