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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. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
outcome-based evaluations
independent representatives or manufacturer representatives
sales analysis
sales call goal
2. The process of scheduling activities that can be used as a map for achieving objectives
assessment center
sales planning
internal relationships
portfolio analysis
3. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
assessment center
collaborative involvement
sales 2.0
leadership style
4. 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.
sales analysis
high-tech sales support offices
service strategy
behaviorally anchored rating scale (BARS)
5. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
collaborative involvement
communication
job description
reward system management
6. The process of surveying an area to determine customers and prospects who are most likely to buy
self-leadership
territory analysis
service motivation
salesperson performance
7. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
assessment center
field sales managers
sales analysis
relationship strategy
8. Involves performance assessment of a salesperson from multiple source having a relationship with the salesperson
360-degree feedback
sales organization effectiveness
critical encounters
cost analysis
9. A written summary of the job
span of control
job description
collaborative involvement
portfolio analysis
10. The process of improving a product or service for the customer.
team selling
territory analysis
account classification
adding value
11. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
outcome-based evaluations
independent representatives or manufacturer representatives
sales organization audit
relate
12. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
sales supervision
intranet
selling strategy
leadership style
13. Relationships salespeople build with customers outside the organization and working environment
external relationships
sales leadership
self-leadership
account goal
14. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
selling technology and automation
mobile salesperson CRM solutions
leapfrog routing plan
self-leadership
15. Activities that influence others to achieve shared goals to advance the organization
sales call goal
territory goal
circular routing plan
sales leadership
16. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
profitability analysis
account targeting strategy
leapfrog routing plan
sales planning
17. 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
circular routing plan
straight line routing plan
single factor analysis
resilience
18. The process of guiding one-self to do the right things and do them well
service quality
self-leadership
job qualifications
collaborative involvement
19. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
connect
trade show
leadership style
salesperson performance
20. 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.
cloverleaf routing plan
span of control
sales supervision
teamwork skills
21. Meeting and or exceeding customer service expectations.
self-leadership
communication
service quality
account classification
22. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
single factor analysis
selling strategy
external relationships
territory analysis
23. An examination of the tasks - duties - and responsibilities of the sales job
connect
deal analytics
selling technology and automation
job analysis
24. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.
extranet
single factor analysis
service strategy
coaching
25. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
relationship strategy
team selling
internal relationships
service strategy
26. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
territory goal
self-leadership
sales leadership
field sales managers
27. 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.
trade show
extranet
assessment center
field sales managers
28. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
leapfrog routing plan
needs assessment
leadership style
behavior-based evaluations
29. 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.
personal goals
know
building goodwill
account classification
30. An overall assessment of how well the sales organization achieved its goals and objectives
collaborative involvement
sales organization effectiveness
personal goals
straight line routing plan
31. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
internal relationships
coaching
selling technology and automation
sales management
32. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
internal relationships
deal analytics
extranet
teamwork skills
33. 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
motivation
high-tech sales support offices
building goodwill
service quality
34. 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
360-degree feedback
leapfrog routing plan
interact
service quality
35. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
performance management
intranet
trade show
interact
36. 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
extranet
critical encounters
service motivation
major city routing plan
37. 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.
sales call goal
collaborative involvement
teamwork skills
360-degree feedback
38. The ability to create - assess - and interact with networks of contacts electronically
field sales managers
know
social networking
cost analysis
39. Something a salesperson sets out to accomplish
motivation
sales organization audit
goals and objectives
connect
40. The process of placing existing customers and prospects into categories based on their potential as a customer
cloud computing
sales planning
account classification
internal relationships
41. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
cloverleaf routing plan
customer relationship management (CRM)
circular routing plan
coaching
42. The number of individuals that report to each sales manager
extranet
adding value
circular routing plan
span of control
43. The process of converting new customers into lifetime customers by continually adding value to the product.
sales leadership
building goodwill
resilience
sales organization audit
44. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget
cost analysis
communication
external relationships
behaviorally anchored rating scale (BARS)
45. 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.
building goodwill
needs assessment
connect
cost analysis
46. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
building goodwill
job qualifications
trade show
intranet
47. 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
cloverleaf routing plan
selling technology and automation
territory goal
48. 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
collaborative involvement
assessment center
major city routing plan
critical encounters
49. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
cloud computing
internal relationships
selling strategy
relate
50. Relationships salespeople have with other individuals in their own company
circular routing plan
territory analysis
mobile salesperson CRM solutions
internal relationships