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






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






3. The process of scheduling activities that can be used as a map for achieving objectives






4. 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






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






6. 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.






7. 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.






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






9. Something a salesperson sets out to accomplish






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






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






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






13. 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.






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






15. A written summary of the job






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






17. Evaluation of the actual sales results salespeople achieve.






18. 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.






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






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






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






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






23. 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.






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






25. 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.






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






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






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






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






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






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






32. 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.






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






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






35. 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






36. 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






37. Meeting and or exceeding customer service expectations.






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






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






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






41. 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






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






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






44. 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






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






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






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






48. '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.






49. 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






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