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






2. 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






3. 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






4. 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






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






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






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






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






9. 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.






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






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






12. Meeting and or exceeding customer service expectations.






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






14. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).






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






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






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






18. 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.






19. 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.






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






21. '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.






22. 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.






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






24. Something a salesperson sets out to accomplish






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






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






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






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






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






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






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






33. A written summary of the job






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






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






36. 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






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






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






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






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






41. 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






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






43. 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






44. 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.






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






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






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






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.






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






50. 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







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