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. 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






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






3. 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






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






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






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






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






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






10. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






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






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






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






18. '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.






19. Meeting and or exceeding customer service expectations.






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






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






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






23. 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.






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






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






26. 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






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






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






29. A written summary of the job






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






31. 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






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






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






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






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






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






37. 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






38. 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.






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






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






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






42. 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






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






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






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






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






48. Something a salesperson sets out to accomplish






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






50. 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