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






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






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






4. 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.






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






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






7. 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.






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






10. 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.






11. Something a salesperson sets out to accomplish






12. 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






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






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






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






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






17. 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






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






19. 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






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






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






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






23. 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.






24. 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






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






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






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






28. 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.






29. Meeting and or exceeding customer service expectations.






30. '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.






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






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






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






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






35. 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






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






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






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






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






40. 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






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






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






43. 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






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






45. 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.






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






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






48. 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






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






50. 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.