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






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






3. 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






4. 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






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






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






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






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






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






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






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






12. 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.






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






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






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






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.






17. 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.






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






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






20. 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






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






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






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






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






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






26. 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.






27. The number of individuals that report to each sales manager






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






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






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






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






33. 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.






34. 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






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






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






37. 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.






38. A written summary of the job






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






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






41. Meeting and or exceeding customer service expectations.






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






43. 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






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






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






46. 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






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






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






49. 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






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