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






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






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






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






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






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






7. 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.






8. 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.






9. 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






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






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






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






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






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






15. 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






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






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. 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.






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






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






21. A written summary of the job






22. 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






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






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






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






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






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






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






29. Meeting and or exceeding customer service expectations.






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






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






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






33. 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






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






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






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






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






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






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






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






41. 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.






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






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






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






45. 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.






46. Something a salesperson sets out to accomplish






47. 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






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






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