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






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






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






4. 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






5. Something a salesperson sets out to accomplish






6. The use of customer-driven processes enabled by the latest web technology to co-create value with customers






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






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






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






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






11. 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






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






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






14. '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.






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






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






17. 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.






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






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






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






21. 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






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






23. 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.






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






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






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






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






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






29. 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






30. The salesperson coordinates and interprets the information gathered through buyer-seller contact and collaboration to develop insight regarding the buyer's changing situation - needs - and expectations.






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






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






33. 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






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






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






36. 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






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






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






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






40. 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.






41. 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.






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






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






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






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






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






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






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






50. 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.