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. 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. '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.






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






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






6. 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






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






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






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






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






11. Evaluation of the actual sales results salespeople achieve.






12. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.






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






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






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






16. 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.






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






18. 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.






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






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






22. 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






23. Something a salesperson sets out to accomplish






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






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






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






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






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 written summary of the job






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. 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






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






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






34. 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.






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






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






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






38. 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.






39. 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






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 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. 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






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






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






45. 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.






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






47. 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






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






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






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