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






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






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






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






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






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






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






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






10. 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






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






12. 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






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






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






15. 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






16. 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






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






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






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






20. 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.






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






22. Meeting and or exceeding customer service expectations.






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






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






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






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






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






28. 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






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






30. 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.






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






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






33. A written summary of the job






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






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






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






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






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






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






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






41. Something a salesperson sets out to accomplish






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






43. '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.






44. Involves the planning of sales messages and interactions with customers. sales strategy can be defined at three levels: for a group of customers such as a sales territory; for individual customers; and specific customer encounters - referred to as s






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






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






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






48. 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






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






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