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






2. 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.






3. 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






4. 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.






5. 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.






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






7. Meeting and or exceeding customer service expectations.






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






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






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






11. 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






12. Something a salesperson sets out to accomplish






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






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






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






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






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






18. 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.






19. 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






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






21. 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






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






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






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






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






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






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






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






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






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






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






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






33. Evaluation of the actual sales results salespeople achieve.






34. 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






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






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






37. 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






38. 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.






39. 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






40. '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.






41. 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.






42. 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






43. 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






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






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






46. A written summary of the job






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






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






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






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






Can you answer 50 questions in 15 minutes?



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