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. Evaluation of the actual sales results salespeople achieve.






2. 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






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






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






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






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






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






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






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






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






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






12. 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.






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






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






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






16. 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






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






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






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






20. 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.






21. 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






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






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






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






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






27. 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






28. 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






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






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






32. Something a salesperson sets out to accomplish






33. 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.






34. 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.






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






37. '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.






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






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






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






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






42. 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.






43. 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






44. 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






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






48. 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






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






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