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






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






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






4. 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






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






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






7. 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.






8. 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.






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






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






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






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






13. 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






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






15. 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.






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






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






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






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






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






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






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






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






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






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






26. 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.






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






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






29. 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






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






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






32. 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






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






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






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






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






37. Meeting and or exceeding customer service expectations.






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






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






40. '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.






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






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






43. 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






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






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






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






47. 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.






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






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






50. Something a salesperson sets out to accomplish