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. 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






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






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






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






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






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






7. 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.






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






9. 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






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






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






12. A written summary of the job






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






14. 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






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






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






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






18. Meeting and or exceeding customer service expectations.






19. 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






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






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






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






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






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






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






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






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






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






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






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






31. 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.






32. 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.






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






34. 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.






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






36. 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.






37. 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






38. 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






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






40. Something a salesperson sets out to accomplish






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






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






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






44. 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






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






46. 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






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






48. 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.






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






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