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






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






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






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






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






6. '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.






7. 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






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






9. 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






10. A written summary of the job






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






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






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






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






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






17. 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






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






19. 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






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






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






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






23. 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






24. 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.






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






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






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






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






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






30. 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






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






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






33. 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.






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






35. 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.






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






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






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






39. 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






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






41. 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.






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






43. 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.






44. Meeting and or exceeding customer service expectations.






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






46. 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.






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






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






49. 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






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