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 of selling a certain amount of product to one customer or account in order to acheive territory and personal goals






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






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






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






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






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






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






8. 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






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






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






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






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






13. 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






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






15. 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.






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






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.






18. 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.






19. 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






20. Meeting and or exceeding customer service expectations.






21. 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






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






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






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






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






26. 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.






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






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






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






30. A written summary of the job






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






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






33. 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






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






35. 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






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






37. 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.






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. 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.






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






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






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






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






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






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






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






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






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






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






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