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. 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.






2. 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






3. 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






4. 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






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






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






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






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






9. 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.






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






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






12. 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






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






14. A written summary of the job






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






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






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






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






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






20. 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






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






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






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






24. 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






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






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. '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.






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






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






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






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






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






33. Something a salesperson sets out to accomplish






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






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






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






37. 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






38. 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.






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






40. 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.






41. Meeting and or exceeding customer service expectations.






42. 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.






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






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






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






46. 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.






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






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






49. Evaluation of the actual sales results salespeople achieve.






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.