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






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






3. 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






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






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






6. 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






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






8. 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.






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






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






11. 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.






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. 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






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






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






16. 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






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






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






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






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






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






22. 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.






23. Meeting and or exceeding customer service expectations.






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






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






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






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






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






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






31. 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.






32. A written summary of the job






33. 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






34. 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






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






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






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






38. 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.






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






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






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






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






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






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






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






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






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






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






49. 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






50. Something a salesperson sets out to accomplish