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






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






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






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






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






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






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






8. 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






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






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






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






12. 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.






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






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






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






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






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






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






19. 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.






20. 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






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






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






23. 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






24. Meeting and or exceeding customer service expectations.






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






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






27. 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






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






29. A written summary of the job






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






31. 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






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






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






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






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






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






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






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






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






40. 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






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






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






43. 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






44. 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.






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






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






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






48. 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.






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






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