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






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






3. 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.






4. Something a salesperson sets out to accomplish






5. 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






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






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






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






9. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories






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






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






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






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






14. 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






15. 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






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






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






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






19. Meeting and or exceeding customer service expectations.






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






21. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices






22. 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.






23. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job






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






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






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






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






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






29. 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.






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






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






32. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






37. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).






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






39. 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






40. 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






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






42. 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






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






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






45. 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






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






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






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






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






50. 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.







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