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Test your basic knowledge |
Professional Selling
Start Test
Study First
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. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
job qualifications
cloverleaf routing plan
profitability analysis
selling technology and automation
2. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
teamwork skills
360-degree feedback
connect
behavior-based evaluations
3. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
360-degree feedback
straight line routing plan
reward system management
field sales managers
4. An overall assessment of how well the sales organization achieved its goals and objectives
relate
sales organization effectiveness
account targeting strategy
collaborative involvement
5. Something a salesperson sets out to accomplish
goals and objectives
behavior-based evaluations
circular routing plan
deal analytics
6. The process of improving a product or service for the customer.
adding value
reward system management
360-degree feedback
service quality
7. The process of surveying an area to determine customers and prospects who are most likely to buy
extranet
connect
territory analysis
interact
8. 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.
adding value
connect
relate
sales management
9. 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
team selling
selling technology and automation
selling strategy
straight line routing plan
10. A written summary of the job
leadership style
intranet
social networking
job description
11. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.
outcome-based evaluations
field sales managers
service strategy
circular routing plan
12. 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.
know
mobile salesperson CRM solutions
needs assessment
reward system management
13. The process of scheduling activities that can be used as a map for achieving objectives
account goal
social networking
sales planning
360-degree feedback
14. Relationships salespeople have with other individuals in their own company
internal relationships
circular routing plan
know
performance management
15. An examination of the tasks - duties - and responsibilities of the sales job
know
needs assessment
job analysis
service motivation
16. 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.
sales leadership
collaborative involvement
field sales managers
relationship strategy
17. 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
critical encounters
sales call goal
customer relationship management (CRM)
know
18. The number of individuals that report to each sales manager
selling technology and automation
span of control
field sales managers
external relationships
19. 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
major city routing plan
motivation
coaching
job qualifications
20. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
team selling
straight line routing plan
performance management
job qualifications
21. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
cloud computing
straight line routing plan
sales supervision
job description
22. Evaluation of the actual sales results salespeople achieve.
sales leadership
service strategy
outcome-based evaluations
territory goal
23. The process of guiding one-self to do the right things and do them well
self-leadership
building goodwill
behaviorally anchored rating scale (BARS)
interact
24. 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.
relate
resilience
behaviorally anchored rating scale (BARS)
cloverleaf routing plan
25. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
external relationships
account classification
sales 2.0
motivation
26. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
performance management
sales management
relationship strategy
needs assessment
27. Meeting and or exceeding customer service expectations.
service motivation
service quality
cloverleaf routing plan
sales 2.0
28. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
connect
cloverleaf routing plan
circular routing plan
reward system management
29. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
high-tech sales support offices
needs assessment
independent representatives or manufacturer representatives
collaborative involvement
30. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
service motivation
high-tech sales support offices
sales organization audit
teamwork skills
31. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
internal relationships
reward system management
service motivation
intranet
32. 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.
territory analysis
personal goals
relate
high-tech sales support offices
33. The process of converting new customers into lifetime customers by continually adding value to the product.
building goodwill
portfolio analysis
service motivation
connect
34. A method for analyzing accounts that allow two factors to be considered simultaneously
trade show
portfolio analysis
job qualifications
mobile salesperson CRM solutions
35. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
sales organization audit
coaching
salesperson performance
know
36. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
profitability analysis
sales organization effectiveness
sales management
customer relationship management (CRM)
37. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
single factor analysis
team selling
selling technology and automation
service quality
38. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget
circular routing plan
sales planning
cost analysis
external relationships
39. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
independent representatives or manufacturer representatives
portfolio analysis
mobile salesperson CRM solutions
sales organization effectiveness
40. Activities that influence others to achieve shared goals to advance the organization
field sales managers
sales leadership
leapfrog routing plan
critical encounters
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
assessment center
sales organization audit
service strategy
performance management
42. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
coaching
portfolio analysis
teamwork skills
job analysis
43. Relationships salespeople build with customers outside the organization and working environment
trade show
external relationships
span of control
reward system management
44. A determination of the type of relationship to be developed with different account groups
building goodwill
customer relationship management (CRM)
know
relationship strategy
45. 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
customer relationship management (CRM)
single factor analysis
account targeting strategy
leapfrog routing plan
46. 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
resilience
service motivation
deal analytics
circular routing plan
47. 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.
extranet
outcome-based evaluations
circular routing plan
service motivation
48. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
sales analysis
leadership style
mobile salesperson CRM solutions
independent representatives or manufacturer representatives
49. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
leadership style
needs assessment
single factor analysis
major city routing plan
50. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
leadership style
team selling
cloud computing
relate