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






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






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






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






7. 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






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






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






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






11. A written summary of the job






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






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






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






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






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






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






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






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






20. The ability to create - assess - and interact with networks of contacts electronically






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






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






23. 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






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






25. Evaluation of the actual sales results salespeople achieve.






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






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






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






29. 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.






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






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






32. 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.






33. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals






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






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






36. 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.






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 classification of accounts within a target market into categories for the purpose of developing strategic approaches to selling to each account or account group






39. Something a salesperson sets out to accomplish






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






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






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






43. 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.






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






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






46. 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.






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






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






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






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