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






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






3. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






8. '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.






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






10. 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






11. 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






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






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






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






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 two-way flow of information between salesperson and customer.






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






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






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.






20. Meeting and or exceeding customer service expectations.






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






22. 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.






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






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






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






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






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






28. 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






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. 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






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






32. 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






33. 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.






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






35. 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






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






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






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






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






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






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






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






43. 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.






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






45. 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






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






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






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






49. 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






50. A written summary of the job