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






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






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






4. 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.






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






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






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






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






9. A written summary of the job






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






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






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






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






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






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






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






17. 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






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






19. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives






20. 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.






21. Meeting and or exceeding customer service expectations.






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






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






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






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






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






27. 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.






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






29. 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.






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






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






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






33. 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






34. 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






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






36. 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






37. 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.






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






39. Something a salesperson sets out to accomplish






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






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






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






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






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






45. 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.






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






47. 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






48. 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






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






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