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






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






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






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






5. 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.






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






7. 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.






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






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






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






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






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 salesperson acts to maximize the number of critical encounters with buyers in order to encourage effective dialogue and involvement between the salesperson and buyer.






14. 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.






15. 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.






16. 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.






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






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






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






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






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






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






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






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






26. 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.






27. 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.






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






29. 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.






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






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






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






33. 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






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






35. 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






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






37. 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






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






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






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






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






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






43. '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.






44. Something a salesperson sets out to accomplish






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






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






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






48. A written summary of the job






49. 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






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







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