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






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






3. Meeting and or exceeding customer service expectations.






4. 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.






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






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






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






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






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






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






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






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






13. 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.






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






15. 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.






16. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






21. 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.






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






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






24. 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






25. 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






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






27. 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.






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






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






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






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






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






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






34. 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.






35. 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






36. 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






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






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






39. 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.






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






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






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






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






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






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






46. 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






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






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






49. 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






50. 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