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






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






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






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






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






6. 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






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






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






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






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






11. 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.






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






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






14. Meeting and or exceeding customer service expectations.






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






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






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






18. Evaluation of the actual sales results salespeople achieve.






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






20. 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






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






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






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






24. 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






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






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






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






28. 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






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






30. 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.






31. 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.






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






33. 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






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






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






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






37. 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.






38. 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.






39. 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.






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






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






42. 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.






43. 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.






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






45. 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






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






47. Something a salesperson sets out to accomplish






48. 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






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






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