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. 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.






2. Something a salesperson sets out to accomplish






3. 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.






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






6. 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






7. 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.






8. 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






9. 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.






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






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






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






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






14. '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.






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






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






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






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






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






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






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






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






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






24. 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.






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






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






27. A written summary of the job






28. 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.






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






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






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






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






33. 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.






34. Meeting and or exceeding customer service expectations.






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






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






37. 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






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






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






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






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






42. 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






43. 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






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






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






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






47. 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.






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






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






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