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 surveying an area to determine customers and prospects who are most likely to buy






2. 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






3. Meeting and or exceeding customer service expectations.






4. 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






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






6. 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.






7. 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.






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






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






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






11. 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.






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






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






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






15. 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






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






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






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






19. '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.






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






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






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






23. A written summary of the job






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






25. 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






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






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






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






29. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve 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. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.






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






33. 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.






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






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






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






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






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






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






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






41. Evaluation of the actual sales results salespeople achieve.






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






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






44. 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






45. 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






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






48. 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.






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






50. 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