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. 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.






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






3. 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.






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






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






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






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






8. 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.






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






10. 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.






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






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






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






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






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






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






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






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






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






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






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






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






23. 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






24. 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






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






26. 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.






27. 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






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






29. 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






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






31. 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






32. Meeting and or exceeding customer service expectations.






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






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






35. 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.






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






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






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






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






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






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






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






43. Evaluation of the actual sales results salespeople achieve.






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






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.






46. 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.






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






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






49. '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.






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