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. Something a salesperson sets out to accomplish






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






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






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






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






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






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






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






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






10. '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.






11. 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.






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






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






14. 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.






15. 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.






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. A written summary of the job






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






19. 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






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






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






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






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






24. Evaluation of the actual sales results salespeople achieve.






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






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






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






28. 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.






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






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






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






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






33. Meeting and or exceeding customer service expectations.






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






35. 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






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






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






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






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






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






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






42. 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






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






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






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






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






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






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






50. 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