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






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






3. Meeting and or exceeding customer service expectations.






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






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






6. '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.






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






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






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






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






11. Something a salesperson sets out to accomplish






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






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






14. 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.






15. A written summary of the job






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






17. 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






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






19. 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.






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






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






22. 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.






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






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






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






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






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






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






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






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






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






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






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






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






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






37. 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






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






39. 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






40. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






45. 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






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






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






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






49. 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






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