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. Meeting and or exceeding customer service expectations.






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






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






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






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






6. Evaluation of the actual sales results salespeople achieve.






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






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






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






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






11. 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






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






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






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






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






16. 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






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






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






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






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






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






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






23. 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






24. A written summary of the job






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






26. 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






27. 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.






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






29. 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.






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






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






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






33. 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.






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






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






36. 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.






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






38. '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.






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






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






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






42. 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.






43. 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






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






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






46. 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






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






48. 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






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






50. 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.