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






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






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






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






6. A written summary of the job






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






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






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






10. 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.






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






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






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






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






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






16. 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






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






18. 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.






19. '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.






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






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






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






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






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






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






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






27. 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






28. Something a salesperson sets out to accomplish






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






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






32. 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.






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.






34. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






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






41. 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






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






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






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






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






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






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






48. 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






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






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