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






3. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding






4. 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.






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






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






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






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






9. Something a salesperson sets out to accomplish






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






11. Meeting and or exceeding customer service expectations.






12. 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






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






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






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






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






17. 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






18. '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.






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






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






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






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






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






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






25. 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.






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






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






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






29. 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






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






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






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






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






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






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






37. 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






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






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






40. 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






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






42. 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






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






44. Evaluation of the actual sales results salespeople achieve.






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






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






47. 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






48. 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.






49. 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.






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