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Test your basic knowledge |
Professional Selling
Start Test
Study First
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 salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
relate
sales supervision
deal analytics
profitability analysis
2. 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
straight line routing plan
span of control
sales management
sales analysis
3. Evaluation of the actual sales results salespeople achieve.
outcome-based evaluations
account classification
territory analysis
trade show
4. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
cloverleaf routing plan
profitability analysis
territory analysis
relate
5. 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
needs assessment
sales leadership
profitability analysis
assessment center
6. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
portfolio analysis
relationship strategy
field sales managers
salesperson performance
7. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
teamwork skills
building goodwill
connect
sales 2.0
8. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
self-leadership
sales supervision
deal analytics
account goal
9. An overall assessment of how well the sales organization achieved its goals and objectives
field sales managers
sales organization effectiveness
service strategy
leadership style
10. 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
social networking
account targeting strategy
leadership style
territory goal
11. Activities that influence others to achieve shared goals to advance the organization
sales leadership
account classification
extranet
relate
12. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
deal analytics
mobile salesperson CRM solutions
job qualifications
intranet
13. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
territory goal
internal relationships
service strategy
field sales managers
14. 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
interact
job qualifications
selling strategy
mobile salesperson CRM solutions
15. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
major city routing plan
portfolio analysis
assessment center
job qualifications
16. Involves performance assessment of a salesperson from multiple source having a relationship with the salesperson
critical encounters
external relationships
360-degree feedback
independent representatives or manufacturer representatives
17. 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
territory goal
motivation
selling technology and automation
sales management
18. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
leadership style
portfolio analysis
straight line routing plan
interact
19. The process of converting new customers into lifetime customers by continually adding value to the product.
building goodwill
service quality
span of control
circular routing plan
20. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
customer relationship management (CRM)
personal goals
sales management
leadership style
21. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
span of control
relate
behaviorally anchored rating scale (BARS)
personal goals
22. 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.
internal relationships
critical encounters
interact
account goal
23. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
coaching
portfolio analysis
single factor analysis
sales analysis
24. 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
know
major city routing plan
territory goal
motivation
25. 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.
external relationships
collaborative involvement
leadership style
resilience
26. 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.
sales leadership
cloverleaf routing plan
circular routing plan
independent representatives or manufacturer representatives
27. The process of surveying an area to determine customers and prospects who are most likely to buy
coaching
mobile salesperson CRM solutions
critical encounters
territory analysis
28. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
relate
sales analysis
sales call goal
social networking
29. A determination of the type of relationship to be developed with different account groups
relationship strategy
independent representatives or manufacturer representatives
relate
sales 2.0
30. Relationships salespeople build with customers outside the organization and working environment
straight line routing plan
account targeting strategy
performance management
external relationships
31. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
relate
outcome-based evaluations
communication
behavior-based evaluations
32. The process of placing existing customers and prospects into categories based on their potential as a customer
selling technology and automation
salesperson performance
territory analysis
account classification
33. 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.
social networking
mobile salesperson CRM solutions
profitability analysis
connect
34. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
coaching
behaviorally anchored rating scale (BARS)
motivation
service motivation
35. '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.
relationship strategy
circular routing plan
relate
deal analytics
36. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
self-leadership
cloud computing
goals and objectives
sales 2.0
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
critical encounters
sales management
self-leadership
external relationships
38. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
sales call goal
team selling
cloud computing
sales analysis
39. Meeting and or exceeding customer service expectations.
deal analytics
sales management
coaching
service quality
40. 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.
interact
account targeting strategy
sales organization effectiveness
high-tech sales support offices
41. The process of guiding one-self to do the right things and do them well
territory analysis
internal relationships
external relationships
self-leadership
42. A written summary of the job
job description
portfolio analysis
territory goal
building goodwill
43. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
major city routing plan
performance management
independent representatives or manufacturer representatives
selling technology and automation
44. An examination of the tasks - duties - and responsibilities of the sales job
behaviorally anchored rating scale (BARS)
outcome-based evaluations
job analysis
job qualifications
45. A two-way flow of information between salesperson and customer.
know
connect
motivation
communication
46. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
deal analytics
sales management
sales supervision
extranet
47. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
mobile salesperson CRM solutions
relationship strategy
field sales managers
deal analytics
48. The number of individuals that report to each sales manager
portfolio analysis
span of control
independent representatives or manufacturer representatives
reward system management
49. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
sales planning
territory goal
cloverleaf routing plan
trade show
50. A method for analyzing accounts that allow two factors to be considered simultaneously
deal analytics
portfolio analysis
external relationships
profitability analysis