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 salesperson acts to maximize the number of critical encounters with buyers in order to encourage effective dialogue and involvement between the salesperson and buyer.






2. 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.






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






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






5. 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






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






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






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






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






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






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






12. 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






13. 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






14. 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.






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






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






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 two-way flow of information between salesperson and customer.






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






21. 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






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






23. 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






24. 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.






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






26. 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.






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






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






29. 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.






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






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






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






33. Evaluation of the actual sales results salespeople achieve.






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






35. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices






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






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






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






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






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






41. '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.






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






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






44. 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.






45. 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






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






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






48. 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






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






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