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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. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals
account goal
leapfrog routing plan
service quality
job qualifications
2. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
deal analytics
sales analysis
sales organization audit
service strategy
3. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
account goal
intranet
sales leadership
reward system management
4. Relationships salespeople build with customers outside the organization and working environment
external relationships
job description
salesperson performance
territory analysis
5. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
mobile salesperson CRM solutions
customer relationship management (CRM)
self-leadership
deal analytics
6. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
relate
teamwork skills
single factor analysis
assessment center
7. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
account goal
deal analytics
cloud computing
mobile salesperson CRM solutions
8. 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
connect
communication
sales analysis
9. The process of guiding one-self to do the right things and do them well
connect
self-leadership
sales call goal
territory goal
10. An examination of the tasks - duties - and responsibilities of the sales job
service quality
portfolio analysis
job analysis
assessment center
11. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
customer relationship management (CRM)
extranet
account targeting strategy
external relationships
12. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
sales leadership
job qualifications
team selling
personal goals
13. 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
leapfrog routing plan
needs assessment
sales management
relationship strategy
14. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
territory analysis
job analysis
needs assessment
sales call goal
15. 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.
leadership style
know
service quality
field sales managers
16. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
high-tech sales support offices
relationship strategy
collaborative involvement
reward system management
17. 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.
personal goals
job description
connect
team selling
18. 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.
goals and objectives
personal goals
high-tech sales support offices
adding value
19. 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
teamwork skills
portfolio analysis
circular routing plan
account classification
20. Meeting and or exceeding customer service expectations.
service quality
coaching
service motivation
sales supervision
21. 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
account targeting strategy
sales leadership
span of control
interact
22. The process of scheduling activities that can be used as a map for achieving objectives
360-degree feedback
sales planning
social networking
communication
23. The desire of a salesperson to serve customers each day.
behavior-based evaluations
adding value
service motivation
reward system management
24. The number of individuals that report to each sales manager
territory analysis
coaching
span of control
sales planning
25. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
behavior-based evaluations
relationship strategy
straight line routing plan
team selling
26. 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.
performance management
360-degree feedback
behaviorally anchored rating scale (BARS)
account targeting strategy
27. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
cloud computing
job analysis
service strategy
territory goal
28. A determination of the type of relationship to be developed with different account groups
relationship strategy
reward system management
intranet
leapfrog routing plan
29. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
relationship strategy
needs assessment
account goal
territory analysis
30. A written summary of the job
adding value
field sales managers
deal analytics
job description
31. Activities that influence others to achieve shared goals to advance the organization
account classification
mobile salesperson CRM solutions
self-leadership
sales leadership
32. The ability to create - assess - and interact with networks of contacts electronically
major city routing plan
social networking
teamwork skills
single factor analysis
33. 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
job analysis
selling strategy
building goodwill
straight line routing plan
34. The process of surveying an area to determine customers and prospects who are most likely to buy
leapfrog routing plan
territory analysis
major city routing plan
selling strategy
35. 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
cloverleaf routing plan
assessment center
behaviorally anchored rating scale (BARS)
field sales managers
36. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
reward system management
sales supervision
internal relationships
sales management
37. 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.
performance management
cloverleaf routing plan
know
sales call goal
38. '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.
sales leadership
customer relationship management (CRM)
deal analytics
selling strategy
39. 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.
major city routing plan
job description
behaviorally anchored rating scale (BARS)
collaborative involvement
40. The process of improving a product or service for the customer.
straight line routing plan
behaviorally anchored rating scale (BARS)
single factor analysis
adding value
41. A method for analyzing accounts that allow two factors to be considered simultaneously
sales management
portfolio analysis
sales leadership
high-tech sales support offices
42. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
360-degree feedback
field sales managers
sales leadership
cloud computing
43. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.
trade show
know
cost analysis
service strategy
44. Relationships salespeople have with other individuals in their own company
service strategy
cloud computing
sales leadership
internal relationships
45. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
performance management
needs assessment
single factor analysis
reward system management
46. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
sales supervision
service strategy
needs assessment
cloverleaf routing plan
47. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
selling strategy
portfolio analysis
sales analysis
mobile salesperson CRM solutions
48. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
goals and objectives
service strategy
coaching
account classification
49. The process of converting new customers into lifetime customers by continually adding value to the product.
mobile salesperson CRM solutions
profitability analysis
sales call goal
building goodwill
50. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
extranet
cloverleaf routing plan
territory analysis
profitability analysis