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. 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






2. 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






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






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






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






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






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






8. Evaluation of the actual sales results salespeople achieve.






9. A written summary of the job






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






11. 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






12. 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.






13. 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






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






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






16. 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.






17. 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.






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






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






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






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






22. Something a salesperson sets out to accomplish






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






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






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






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






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






28. 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






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






30. 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.






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






32. 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






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






34. Meeting and or exceeding customer service expectations.






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






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






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






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






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






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






41. 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






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






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






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






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






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






47. '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.






48. 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.






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






50. 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