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






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






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






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






5. 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.






6. A written summary of the job






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






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






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






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






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






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






13. Meeting and or exceeding customer service expectations.






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






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






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






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






18. 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.






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






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






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






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






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






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






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






26. 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






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






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






29. 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.






30. 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.






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






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






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






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






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






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






37. 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






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






39. 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.






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






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






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






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






44. 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.






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






46. 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.






47. 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






48. '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.






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






50. Evaluation of the actual sales results salespeople achieve.