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Test your basic knowledge |
Professional Selling
Start Test
Study First
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. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
resilience
sales analysis
field sales managers
sales 2.0
2. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
reward system management
selling technology and automation
sales analysis
salesperson performance
3. 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
cloverleaf routing plan
service quality
sales call goal
account targeting strategy
4. 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.
territory goal
intranet
high-tech sales support offices
collaborative involvement
5. A plan in which a salesperson identifies his or her business and customers - what the customers want - and what is important to them.
sales organization effectiveness
service strategy
behavior-based evaluations
high-tech sales support offices
6. 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
profitability analysis
external relationships
single factor analysis
circular routing plan
7. The desire of a salesperson to serve customers each day.
sales 2.0
outcome-based evaluations
service motivation
account classification
8. A method for analyzing accounts that allow two factors to be considered simultaneously
connect
behavior-based evaluations
portfolio analysis
service motivation
9. Generally industry sponsored events in which companies use a booth to promote products and/or services to potential and existing cudtomers
communication
performance management
adding value
trade show
10. A determination of the type of relationship to be developed with different account groups
job qualifications
relationship strategy
territory goal
internal relationships
11. 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.
sales analysis
extranet
communication
independent representatives or manufacturer representatives
12. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
sales leadership
performance management
teamwork skills
adding value
13. 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
reward system management
selling strategy
service motivation
relate
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
sales call goal
sales 2.0
360-degree feedback
service motivation
15. 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.
interact
high-tech sales support offices
360-degree feedback
outcome-based evaluations
16. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model
intranet
motivation
high-tech sales support offices
coaching
17. Meeting and or exceeding customer service expectations.
service quality
mobile salesperson CRM solutions
extranet
account targeting strategy
18. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
motivation
sales organization audit
critical encounters
job qualifications
19. An overall assessment of how well the sales organization achieved its goals and objectives
selling technology and automation
sales organization effectiveness
cost analysis
collaborative involvement
20. The number of individuals that report to each sales manager
selling strategy
profitability analysis
span of control
independent representatives or manufacturer representatives
21. Something a salesperson sets out to accomplish
communication
job qualifications
adding value
goals and objectives
22. Activities undertaken to determine the extent to which the members of the salesforce possess the skills - attitude - perceptions - and behaviors required to be successful
needs assessment
territory analysis
behaviorally anchored rating scale (BARS)
sales organization effectiveness
23. A written summary of the job
service quality
internal relationships
job description
job analysis
24. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
sales management
know
sales call goal
job description
25. 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
motivation
cloverleaf routing plan
deal analytics
customer relationship management (CRM)
26. 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
critical encounters
sales analysis
outcome-based evaluations
sales leadership
27. Independent sales organizations that sell complimentary - but noncompeting - products from different manufacturers; also called manufacturer's representatives or reps
independent representatives or manufacturer representatives
territory analysis
selling strategy
circular routing plan
28. Evaluation of the actual sales results salespeople achieve.
resilience
field sales managers
outcome-based evaluations
communication
29. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
trade show
selling technology and automation
sales organization effectiveness
personal goals
30. '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.
sales 2.0
salesperson performance
major city routing plan
deal analytics
31. Evaluation of the activities salespeople perform in the generation of sales in completing non-selling responsibilities
behavior-based evaluations
sales organization audit
cloud computing
portfolio analysis
32. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
sales supervision
social networking
goals and objectives
coaching
33. A system that dynamically links buyers and sellers into a rich communication network to establish and reinforce longterm - profitable relationships.
customer relationship management (CRM)
sales organization audit
sales planning
team selling
34. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
job description
resilience
social networking
relate
35. 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
adding value
sales organization audit
leapfrog routing plan
selling technology and automation
36. The process of improving a product or service for the customer.
adding value
behavior-based evaluations
intranet
goals and objectives
37. The process of converting new customers into lifetime customers by continually adding value to the product.
personal goals
territory analysis
building goodwill
leadership style
38. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty
assessment center
profitability analysis
internal relationships
personal goals
39. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
territory analysis
single factor analysis
internal relationships
account classification
40. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals
resilience
sales organization effectiveness
account goal
self-leadership
41. The process of placing existing customers and prospects into categories based on their potential as a customer
service quality
know
high-tech sales support offices
account classification
42. Assesses costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in the sales budget
behavior-based evaluations
external relationships
behaviorally anchored rating scale (BARS)
cost analysis
43. The ability to create - assess - and interact with networks of contacts electronically
cloud computing
extranet
service quality
social networking
44. A two-way flow of information between salesperson and customer.
mobile salesperson CRM solutions
personal goals
building goodwill
communication
45. Examines the sales organization's past - current - and future sales performance in comparison to projections - competition and industry sales
sales 2.0
sales analysis
sales supervision
portfolio analysis
46. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
account goal
relate
territory goal
leapfrog routing plan
47. 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
selling technology and automation
major city routing plan
cost analysis
know
48. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives
know
salesperson performance
sales leadership
job analysis
49. 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
intranet
service quality
straight line routing plan
extranet
50. Wireless broadband applications that enable users to view - create - and modify data on any internet capable device such as smartphones - netbooks - and laptops.
collaborative involvement
trade show
mobile salesperson CRM solutions
team selling