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






2. 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






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






4. 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






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






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






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






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






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. 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.






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






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






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






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






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






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






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






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






19. 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.






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






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






22. 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






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






24. Meeting and or exceeding customer service expectations.






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






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






27. 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.






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






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






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






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






32. 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.






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






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






35. 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






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






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






38. 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.






39. 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






40. Evaluation of the actual sales results salespeople achieve.






41. 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






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






43. 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






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






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






46. '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.






47. 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






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






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






50. 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.