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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. 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






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






3. 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.






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






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






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






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






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






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






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






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






12. 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






13. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers






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






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.






16. 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.






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. 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.






19. A written summary of the job






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






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






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






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






24. Something a salesperson sets out to accomplish






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






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






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






28. 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.






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






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






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






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






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






34. 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






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






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






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






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






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.






40. The desire of a salesperson to serve customers each day.






41. Meeting and or exceeding customer service expectations.






42. Evaluation of the actual sales results salespeople achieve.






43. 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






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






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






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






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






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






49. 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






50. 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






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