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






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






3. Evaluation of the actual sales results salespeople achieve.






4. 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.






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






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






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






8. 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






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






10. Something a salesperson sets out to accomplish






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






12. 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






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






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






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






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






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






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






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






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






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






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






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






24. 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






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






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






27. 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.






28. 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.






29. 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.






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






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






32. 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






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






34. 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.






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






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






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






38. 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






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






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






41. 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






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






43. 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.






44. 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






45. A written summary of the job






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






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






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






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






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