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






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






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






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






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






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






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






9. 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.






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






11. 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.






12. 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.






13. 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






14. 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.






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






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






17. Evaluation of the actual sales results salespeople achieve.






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






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. 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






21. 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.






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






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






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






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






26. Something a salesperson sets out to accomplish






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






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






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






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






31. 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






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






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






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






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






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






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






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






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






40. 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






41. 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






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






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






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






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






46. 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.






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






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






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






50. '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.







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