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






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






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






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






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






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






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






8. 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.






9. 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






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






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






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






13. 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






14. 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.






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






16. Meeting and or exceeding customer service expectations.






17. Evaluation of the actual sales results salespeople achieve.






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






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






20. 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.






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






22. 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.






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






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






26. 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






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






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






29. 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






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






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






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






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






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






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






36. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information






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






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






39. 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






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






41. Something a salesperson sets out to accomplish






42. 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






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






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






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






46. 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.






47. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.






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






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






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