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






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






3. 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






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






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






6. 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






7. A written summary of the job






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






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






10. 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






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






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






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






14. 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






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






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






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






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






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






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






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






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






23. 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.






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






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






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






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






28. Meeting and or exceeding customer service expectations.






29. 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.






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






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






32. '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.






33. 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.






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






35. 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






36. 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






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






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






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






40. 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






41. Evaluation of the actual sales results salespeople achieve.






42. 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.






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






44. 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.






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






46. 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.






47. 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






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






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






50. 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.