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






2. A written summary of the job






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






4. 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.






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






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






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






8. 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






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






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






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






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






13. 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.






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






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






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






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






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






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






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






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






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






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






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






25. 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.






26. 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.






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






28. 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






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






30. 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.






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






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






33. 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






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






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






36. 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






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






38. Something a salesperson sets out to accomplish






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






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






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






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






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






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






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






47. 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






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






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






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