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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. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
behavior-based evaluations
mobile salesperson CRM solutions
leadership style
needs assessment
2. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
leapfrog routing plan
cloud computing
coaching
job analysis
3. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
cloverleaf routing plan
team selling
trade show
extranet
4. 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
account targeting strategy
personal goals
360-degree feedback
portfolio analysis
5. Something a salesperson sets out to accomplish
collaborative involvement
goals and objectives
sales 2.0
resilience
6. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
high-tech sales support offices
cost analysis
sales analysis
sales 2.0
7. 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
circular routing plan
service strategy
social networking
8. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
relationship strategy
job qualifications
building goodwill
territory analysis
9. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
major city routing plan
social networking
behavior-based evaluations
know
10. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget
trade show
cost analysis
sales 2.0
high-tech sales support offices
11. 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
circular routing plan
cloverleaf routing plan
cost analysis
single factor analysis
12. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
connect
profitability analysis
leadership style
independent representatives or manufacturer representatives
13. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
single factor analysis
sales management
field sales managers
relationship strategy
14. '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.
resilience
trade show
independent representatives or manufacturer representatives
deal analytics
15. Activities that influence others to achieve shared goals to advance the organization
relate
social networking
high-tech sales support offices
sales leadership
16. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
sales organization effectiveness
leadership style
cloverleaf routing plan
outcome-based evaluations
17. 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.
performance management
major city routing plan
needs assessment
connect
18. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
account classification
sales organization audit
circular routing plan
independent representatives or manufacturer representatives
19. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
selling technology and automation
territory goal
team selling
cloverleaf routing plan
20. An examination of the tasks - duties - and responsibilities of the sales job
portfolio analysis
job analysis
motivation
know
21. 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
job qualifications
communication
critical encounters
portfolio analysis
22. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
trade show
extranet
behaviorally anchored rating scale (BARS)
job description
23. 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.
account goal
high-tech sales support offices
teamwork skills
independent representatives or manufacturer representatives
24. The number of individuals that report to each sales manager
sales call goal
portfolio analysis
service quality
span of control
25. Relationships salespeople have with other individuals in their own company
internal relationships
account classification
job description
reward system management
26. Relationships salespeople build with customers outside the organization and working environment
territory goal
cloverleaf routing plan
extranet
external relationships
27. A determination of the type of relationship to be developed with different account groups
self-leadership
coaching
relationship strategy
account targeting strategy
28. The process of converting new customers into lifetime customers by continually adding value to the product.
building goodwill
salesperson performance
territory analysis
profitability analysis
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
know
major city routing plan
single factor analysis
assessment center
30. 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.
cloverleaf routing plan
know
sales organization audit
internal relationships
31. 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
leadership style
circular routing plan
territory goal
32. The desire of a salesperson to serve customers each day.
territory goal
service motivation
sales call goal
sales analysis
33. 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
leapfrog routing plan
field sales managers
major city routing plan
needs assessment
34. An overall assessment of how well the sales organization achieved its goals and objectives
extranet
salesperson performance
sales organization effectiveness
job description
35. The process of placing existing customers and prospects into categories based on their potential as a customer
adding value
span of control
external relationships
account classification
36. 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
behavior-based evaluations
straight line routing plan
team selling
leadership style
37. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
assessment center
personal goals
know
cloverleaf routing plan
38. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
assessment center
sales analysis
field sales managers
leapfrog routing plan
39. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
field sales managers
external relationships
sales leadership
trade show
40. 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
extranet
coaching
territory analysis
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.
sales 2.0
cloverleaf routing plan
service strategy
selling technology and automation
42. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
sales call goal
major city routing plan
account classification
social networking
43. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
job analysis
outcome-based evaluations
performance management
intranet
44. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
selling strategy
leadership style
sales management
sales supervision
45. The process of improving a product or service for the customer.
resilience
service quality
adding value
account classification
46. A method for analyzing accounts that allow two factors to be considered simultaneously
relate
interact
coaching
portfolio analysis
47. A two-way flow of information between salesperson and customer.
account classification
field sales managers
sales organization audit
communication
48. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
collaborative involvement
reward system management
relationship strategy
service quality
49. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
territory goal
sales supervision
sales organization effectiveness
service motivation
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.
reward system management
behavior-based evaluations
extranet
behaviorally anchored rating scale (BARS)