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. 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






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






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






4. A written summary of the job






5. 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






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






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






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






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






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






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






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






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






14. 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






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






16. 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






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






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






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






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






21. Meeting and or exceeding customer service expectations.






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






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






24. Evaluation of the actual sales results salespeople achieve.






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






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. 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






28. 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






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






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






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






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






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






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






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






38. 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.






39. 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.






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






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






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






44. 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.






45. 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.






46. Something a salesperson sets out to accomplish






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






48. 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.






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






50. '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.