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Test your basic knowledge |
Professional Selling
Start Test
Study First
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
building goodwill
profitability analysis
sales organization effectiveness
circular routing plan
2. The process of surveying an area to determine customers and prospects who are most likely to buy
territory analysis
collaborative involvement
trade show
service quality
3. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
salesperson performance
internal relationships
sales supervision
selling strategy
4. An examination of the tasks - duties - and responsibilities of the sales job
job analysis
customer relationship management (CRM)
field sales managers
service quality
5. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
independent representatives or manufacturer representatives
circular routing plan
critical encounters
know
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.
coaching
service quality
account targeting strategy
deal analytics
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
assessment center
teamwork skills
service motivation
circular routing plan
8. The number of individuals that report to each sales manager
service quality
span of control
circular routing plan
cloud computing
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
major city routing plan
territory analysis
reward system management
collaborative involvement
10. A written summary of the job
behaviorally anchored rating scale (BARS)
job description
field sales managers
job qualifications
11. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
goals and objectives
profitability analysis
behavior-based evaluations
sales supervision
12. The process of placing existing customers and prospects into categories based on their potential as a customer
account classification
sales management
know
needs assessment
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
coaching
circular routing plan
sales leadership
sales call goal
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
motivation
needs assessment
leadership style
sales supervision
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
sales call goal
straight line routing plan
critical encounters
collaborative involvement
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
salesperson performance
cost analysis
coaching
leapfrog routing plan
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
building goodwill
leapfrog routing plan
sales analysis
resilience
18. The desire of a salesperson to serve customers each day.
account classification
sales leadership
service motivation
team selling
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
know
team selling
straight line routing plan
independent representatives or manufacturer representatives
20. A method for analyzing accounts that allow two factors to be considered simultaneously
job description
high-tech sales support offices
360-degree feedback
portfolio analysis
21. An overall assessment of how well the sales organization achieved its goals and objectives
relationship strategy
span of control
sales leadership
sales organization effectiveness
22. Relationships salespeople build with customers outside the organization and working environment
team selling
building goodwill
account targeting strategy
external relationships
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
motivation
sales leadership
major city routing plan
circular routing plan
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.
know
sales planning
circular routing plan
trade show
25. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.
sales analysis
cloud computing
relationship strategy
service strategy
26. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
portfolio analysis
leadership style
relate
sales supervision
27. A two-way flow of information between salesperson and customer.
territory goal
sales supervision
communication
territory analysis
28. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
motivation
trade show
territory goal
relate
29. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
job qualifications
leapfrog routing plan
know
social networking
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
selling technology and automation
account classification
needs assessment
leapfrog routing plan
31. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
cost analysis
relate
performance management
collaborative involvement
32. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
sales 2.0
social networking
sales leadership
intranet
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.
job description
extranet
connect
account targeting strategy
34. A determination of the type of relationship to be developed with different account groups
extranet
connect
relationship strategy
sales call goal
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.
deal analytics
selling technology and automation
salesperson performance
extranet
36. The process of improving a product or service for the customer.
reward system management
service quality
single factor analysis
adding value
37. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
personal goals
goals and objectives
relationship strategy
deal analytics
38. The ability to create - assess - and interact with networks of contacts electronically
social networking
mobile salesperson CRM solutions
self-leadership
job analysis
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
selling strategy
leapfrog routing plan
major city routing plan
cost analysis
40. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
single factor analysis
reward system management
teamwork skills
sales leadership
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.
portfolio analysis
high-tech sales support offices
deal analytics
cloverleaf routing plan
42. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
behavior-based evaluations
major city routing plan
sales organization effectiveness
customer relationship management (CRM)
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.
motivation
cloud computing
behaviorally anchored rating scale (BARS)
goals and objectives
44. Meeting and or exceeding customer service expectations.
building goodwill
extranet
resilience
service quality
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
account goal
sales call goal
selling strategy
behavior-based evaluations
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.
relate
selling strategy
interact
profitability analysis
47. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
relate
single factor analysis
sales analysis
span of control
48. The process of converting new customers into lifetime customers by continually adding value to the product.
collaborative involvement
building goodwill
straight line routing plan
connect
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
communication
circular routing plan
sales call goal
outcome-based evaluations
50. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
leapfrog routing plan
service motivation
service quality
team selling