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






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






3. 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






4. 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.






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






6. 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






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






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






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






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






11. 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.






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






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






15. 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.






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






17. Meeting and or exceeding customer service expectations.






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






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






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






21. Something a salesperson sets out to accomplish






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






23. A written summary of the job






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






25. 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






26. 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






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






28. Evaluation of the actual sales results salespeople achieve.






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






30. '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.






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






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






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






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






35. 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






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






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






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






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






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






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






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






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






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






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






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






47. 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






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






49. 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






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