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






2. 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






3. Meeting and or exceeding customer service expectations.






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






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






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






7. 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






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






9. 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






10. 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






11. 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






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






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






14. Evaluation of the actual sales results salespeople achieve.






15. Something a salesperson sets out to accomplish






16. '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.






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






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






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






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






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






22. 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






23. 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






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






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






26. 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.






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






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






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






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






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






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






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






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






36. 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.






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






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






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






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






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






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






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






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






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






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






47. 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






48. 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.






49. 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






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