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. '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.






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






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






4. 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






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






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






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






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






9. 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.






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






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






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






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






14. 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






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






16. 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.






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






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






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






20. 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






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






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






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






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






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






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






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






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






29. 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






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






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






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






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






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






35. 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.






36. 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.






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






38. Something a salesperson sets out to accomplish






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






40. A written summary of the job






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






42. 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






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






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






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






46. 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






47. 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






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






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






50. 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