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






2. 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






3. Evaluation of the actual sales results salespeople achieve.






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






5. 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






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






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






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






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






10. 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






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






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






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. 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






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






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






17. 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






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






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






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






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






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






24. 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






25. 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.






26. 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.






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






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






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






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






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






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






33. 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.






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






35. '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.






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






37. 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






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






39. Meeting and or exceeding customer service expectations.






40. 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.






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






42. A written summary of the job






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






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






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






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






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






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






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






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