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






3. 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.






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






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






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






7. '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.






8. 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






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






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






11. 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.






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






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






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






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






17. 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






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






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






20. Meeting and or exceeding customer service expectations.






21. 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.






22. 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.






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






24. 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.






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






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






27. 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






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






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






30. 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






31. A written summary of the job






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






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






34. 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.






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






36. 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






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






38. 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.






39. Evaluates the results of combining sales and cost data to identify and assess sales organizational profitabilty






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






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






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






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






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






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






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






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






48. 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






49. 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






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