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Test your basic knowledge |
Professional Selling
Start Test
Study First
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. Evaluation of the actual sales results salespeople achieve.
leadership style
collaborative involvement
portfolio analysis
outcome-based evaluations
2. Relationships salespeople build with customers outside the organization and working environment
profitability analysis
personal goals
external relationships
single factor analysis
3. 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.
extranet
service motivation
adding value
sales planning
4. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
service strategy
salesperson performance
single factor analysis
relate
5. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
relate
cloud computing
high-tech sales support offices
adding value
6. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
leadership style
performance management
territory analysis
high-tech sales support offices
7. '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.
field sales managers
relationship strategy
interact
deal analytics
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
critical encounters
self-leadership
sales call goal
sales planning
9. An overall assessment of how well the sales organization achieved its goals and objectives
sales call goal
cloverleaf routing plan
360-degree feedback
sales organization effectiveness
10. The process of converting new customers into lifetime customers by continually adding value to the product.
interact
building goodwill
major city routing plan
360-degree feedback
11. 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.
resilience
high-tech sales support offices
behavior-based evaluations
service strategy
12. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals
circular routing plan
leapfrog routing plan
profitability analysis
account goal
13. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
field sales managers
coaching
social networking
know
14. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
cloverleaf routing plan
personal goals
behavior-based evaluations
service strategy
15. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget
major city routing plan
portfolio analysis
teamwork skills
cost analysis
16. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
resilience
teamwork skills
social networking
self-leadership
17. 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
critical encounters
behaviorally anchored rating scale (BARS)
goals and objectives
selling strategy
18. A method for analyzing accounts that allow two factors to be considered simultaneously
service motivation
job description
needs assessment
portfolio analysis
19. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
sales planning
outcome-based evaluations
service quality
needs assessment
20. Meeting and or exceeding customer service expectations.
service quality
internal relationships
salesperson performance
major city routing plan
21. 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.
assessment center
teamwork skills
know
communication
22. 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.
team selling
sales organization effectiveness
behaviorally anchored rating scale (BARS)
straight line routing plan
23. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
leadership style
field sales managers
sales planning
single factor analysis
24. 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.
goals and objectives
mobile salesperson CRM solutions
resilience
profitability analysis
25. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
sales management
external relationships
sales supervision
cloud computing
26. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
cloud computing
sales leadership
territory goal
trade show
27. 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
major city routing plan
cloverleaf routing plan
circular routing plan
reward system management
28. Activities that influence others to achieve shared goals to advance the organization
circular routing plan
independent representatives or manufacturer representatives
sales leadership
job qualifications
29. A determination of the type of relationship to be developed with different account groups
job qualifications
relationship strategy
job analysis
circular routing plan
30. A territory routing plan in which - beginning in one cluster - the salesperson works each of the accounts at that location and then jumps to the next cluster
independent representatives or manufacturer representatives
performance management
leapfrog routing plan
account targeting strategy
31. A written summary of the job
self-leadership
job description
territory analysis
performance management
32. The number of individuals that report to each sales manager
span of control
sales 2.0
profitability analysis
self-leadership
33. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
customer relationship management (CRM)
relate
behaviorally anchored rating scale (BARS)
salesperson performance
34. 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.
job description
collaborative involvement
teamwork skills
know
35. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
independent representatives or manufacturer representatives
cloverleaf routing plan
assessment center
sales 2.0
36. 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
sales organization effectiveness
selling technology and automation
portfolio analysis
straight line routing plan
37. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
sales supervision
sales organization audit
360-degree feedback
job analysis
38. 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.
resilience
cloverleaf routing plan
relate
selling technology and automation
39. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
high-tech sales support offices
profitability analysis
internal relationships
extranet
40. Involves performance assessment of a salesperson from multiple source having a relationship with the salesperson
deal analytics
building goodwill
360-degree feedback
goals and objectives
41. The process of scheduling activities that can be used as a map for achieving objectives
sales leadership
team selling
outcome-based evaluations
sales planning
42. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
independent representatives or manufacturer representatives
selling strategy
performance management
behavior-based evaluations
43. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
service strategy
relationship strategy
reward system management
account targeting strategy
44. Relationships salespeople have with other individuals in their own company
account targeting strategy
internal relationships
behavior-based evaluations
single factor analysis
45. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
intranet
teamwork skills
job description
cloverleaf routing plan
46. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
relate
job description
leadership style
sales analysis
47. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
external relationships
assessment center
sales organization audit
360-degree feedback
48. 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
assessment center
teamwork skills
independent representatives or manufacturer representatives
internal relationships
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
salesperson performance
service motivation
account targeting strategy
deal analytics
50. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
teamwork skills
sales call goal
territory goal
territory analysis