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






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






3. 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






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






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






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






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






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






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






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






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






12. 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






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






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






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






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






17. 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






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






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






20. 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.






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






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






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






24. '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.






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






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






27. 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.






28. Something a salesperson sets out to accomplish






29. 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






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






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






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






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






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






35. A territory routing plan in which the sales person works a different part of the territory and travels in a circular loop back to the starting point.






36. 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






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






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






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






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






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






43. 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.






44. 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






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






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






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






48. 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.






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






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