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. 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.






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






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






4. Meeting and or exceeding customer service expectations.






5. 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.






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






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






8. 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.






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






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






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






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






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






14. 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






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






16. 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






17. Evaluation of the actual sales results salespeople achieve.






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






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 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.






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






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






23. A written summary of the job






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






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






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






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






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






29. Something a salesperson sets out to accomplish






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






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






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






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






34. 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.






35. 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.






36. 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






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






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






39. 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






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






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






42. 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






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






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






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






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






47. How well salespeople perform the activities necessary to carry out their sales responsibilities as well as their results and contributions to organizational objectives






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






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






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