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. 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






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. 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






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






5. 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.






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






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






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






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






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






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






12. 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






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






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






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






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






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






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






19. A written summary of the job






20. 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.






21. Meeting and or exceeding customer service expectations.






22. 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.






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






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






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






26. '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.






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






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






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






31. 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.






32. 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






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






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






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






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






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






38. 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






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






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






41. 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.






42. 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.






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






44. 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






45. 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.






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






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






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






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






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