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Test your basic knowledge |
Professional Selling
Start Test
Study First
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. 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
motivation
selling strategy
job qualifications
sales organization audit
2. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
territory analysis
account classification
relate
independent representatives or manufacturer representatives
3. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
job qualifications
assessment center
cost analysis
cloud computing
4. 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
external relationships
circular routing plan
leadership style
know
5. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
know
relate
sales organization audit
portfolio analysis
6. The process of scheduling activities that can be used as a map for achieving objectives
sales planning
critical encounters
portfolio analysis
cloverleaf routing plan
7. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
cloud computing
relationship strategy
outcome-based evaluations
internal relationships
8. 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.
teamwork skills
extranet
account targeting strategy
sales call goal
9. A determination of the type of relationship to be developed with different account groups
major city routing plan
relationship strategy
portfolio analysis
social networking
10. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
job qualifications
mobile salesperson CRM solutions
360-degree feedback
account goal
11. Involves performance assessment of a salesperson from multiple source having a relationship with the salesperson
360-degree feedback
straight line routing plan
job description
assessment center
12. A written summary of the job
span of control
trade show
job description
team selling
13. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
sales analysis
behaviorally anchored rating scale (BARS)
collaborative involvement
teamwork skills
14. The process of improving a product or service for the customer.
portfolio analysis
collaborative involvement
sales supervision
adding value
15. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
job description
needs assessment
performance management
deal analytics
16. The desire of a salesperson to serve customers each day.
service motivation
single factor analysis
job description
team selling
17. An examination of the tasks - duties - and responsibilities of the sales job
circular routing plan
needs assessment
job analysis
service motivation
18. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
sales organization audit
service strategy
reward system management
collaborative involvement
19. 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.
personal goals
resilience
connect
reward system management
20. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
interact
leadership style
high-tech sales support offices
team selling
21. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
deal analytics
sales management
account classification
connect
22. The process of surveying an area to determine customers and prospects who are most likely to buy
territory analysis
critical encounters
account classification
self-leadership
23. Meeting and or exceeding customer service expectations.
teamwork skills
service quality
cost analysis
know
24. 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.
cloverleaf routing plan
account goal
service motivation
high-tech sales support offices
25. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
leadership style
sales leadership
performance management
connect
26. The process of placing existing customers and prospects into categories based on their potential as a customer
territory goal
relate
service motivation
account classification
27. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
outcome-based evaluations
sales analysis
sales call goal
extranet
28. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
salesperson performance
360-degree feedback
service strategy
collaborative involvement
29. An overall assessment of how well the sales organization achieved its goals and objectives
sales organization effectiveness
connect
relate
reward system management
30. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals
account goal
know
territory analysis
extranet
31. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
single factor analysis
reward system management
leadership style
sales 2.0
32. A method for analyzing accounts that allow two factors to be considered simultaneously
account targeting strategy
selling technology and automation
relationship strategy
portfolio analysis
33. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
sales call goal
mobile salesperson CRM solutions
leapfrog routing plan
job analysis
34. 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.
behaviorally anchored rating scale (BARS)
motivation
building goodwill
profitability analysis
35. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
trade show
circular routing plan
cloverleaf routing plan
profitability analysis
36. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
cost analysis
performance management
behavior-based evaluations
service strategy
37. 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.
collaborative involvement
leadership style
social networking
circular routing plan
38. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
leadership style
extranet
service quality
intranet
39. '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.
critical encounters
deal analytics
extranet
span of control
40. The process of converting new customers into lifetime customers by continually adding value to the product.
building goodwill
circular routing plan
communication
cloud computing
41. The number of individuals that report to each sales manager
sales organization audit
territory analysis
account targeting strategy
span of control
42. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
selling strategy
service quality
teamwork skills
leadership style
43. 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
account targeting strategy
social networking
know
behaviorally anchored rating scale (BARS)
44. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
single factor analysis
collaborative involvement
high-tech sales support offices
job qualifications
45. 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
collaborative involvement
outcome-based evaluations
selling strategy
mobile salesperson CRM solutions
46. 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
assessment center
high-tech sales support offices
major city routing plan
communication
47. Activities that influence others to achieve shared goals to advance the organization
trade show
sales organization effectiveness
leadership style
sales leadership
48. 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.
job analysis
connect
portfolio analysis
personal goals
49. 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.
selling strategy
salesperson performance
cloverleaf routing plan
leapfrog routing plan
50. Relationships salespeople build with customers outside the organization and working environment
circular routing plan
single factor analysis
selling strategy
external relationships