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






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






3. 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






4. 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.






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






6. 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.






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






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






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






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






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






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






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






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






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






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






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






18. 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






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






20. Something a salesperson sets out to accomplish






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






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






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






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






25. '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.






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






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. Evaluation of the actual sales results salespeople achieve.






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






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. 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.






32. 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.






33. 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






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






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






36. 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.






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






38. 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






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






40. 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






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






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






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






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






45. 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.






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






47. 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






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






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






50. 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







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