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






2. 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






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






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






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






6. 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.






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






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






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






10. 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






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






12. 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






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






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






15. 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.






16. Something a salesperson sets out to accomplish






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






18. 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






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






20. 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.






21. 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.






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






23. 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






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






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






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






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






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






29. 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.






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






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






32. 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.






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






34. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






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






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






41. 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






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






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






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






45. 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






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






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






49. Meeting and or exceeding customer service expectations.






50. 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.