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






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






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






4. 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






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






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






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






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






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






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






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






12. 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






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






14. 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.






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






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






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






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






19. Meeting and or exceeding customer service expectations.






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






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






22. 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.






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






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






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






26. 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.






27. Evaluation of the actual sales results salespeople achieve.






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






29. 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.






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. 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






32. Something a salesperson sets out to accomplish






33. '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.






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






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






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






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






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






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






40. 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






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. 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






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






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






45. 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






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






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






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






49. 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.






50. 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.