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






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






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






4. 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






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






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






7. Meeting and or exceeding customer service expectations.






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






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






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






11. 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






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






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






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






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






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






17. 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.






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






19. 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.






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






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






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






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






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






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






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






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. Evaluation of the actual sales results salespeople achieve.






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






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






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






32. 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.






33. 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.






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






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






36. 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






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






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






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






40. 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






41. 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.






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






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






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






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






46. 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






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






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






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






50. Something a salesperson sets out to accomplish