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






2. '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.






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






4. 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.






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






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






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






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






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






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






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






12. 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






13. Evaluation of the actual sales results salespeople achieve.






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






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






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






17. 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






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






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






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






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






22. Something a salesperson sets out to accomplish






23. 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






24. 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.






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






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






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






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






29. 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






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






31. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles






32. 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.






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






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






35. 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






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






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






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






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






40. 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.






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






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






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






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






45. 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.






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






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






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






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






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