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






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






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






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






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






6. 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.






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






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






9. 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.






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






11. 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






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






13. 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.






14. 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






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






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






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






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






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






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






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






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






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






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






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






26. 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.






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






28. 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.






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






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






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






32. Something a salesperson sets out to accomplish






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






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






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






36. Evaluation of the actual sales results salespeople achieve.






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






38. 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






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. 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






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






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






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






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






45. 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.






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






47. A written summary of the job






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






49. 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






50. Meeting and or exceeding customer service expectations.