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. 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






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






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






4. 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






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






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






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






8. 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.






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






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






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






12. A written summary of the job






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






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






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






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






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






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






19. 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.






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






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






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






23. Meeting and or exceeding customer service expectations.






24. 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.






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






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






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






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






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






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






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






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






34. 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.






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






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






37. 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.






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






39. '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.






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






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






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






43. 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






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






45. 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






46. 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






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






48. 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.






49. 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.






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