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Test your basic knowledge |
Professional Selling
Start Test
Study First
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. Managing an organization's personal selling function to include planning - implementing - and controlling the sales management process
field sales managers
span of control
service quality
sales management
2. 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
sales organization audit
team selling
job description
selling technology and automation
3. 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.
sales 2.0
reward system management
collaborative involvement
cost analysis
4. 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.
know
cost analysis
reward system management
needs assessment
5. 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
job analysis
account targeting strategy
account goal
360-degree feedback
6. A comprehensive - systematic approach for evaluating sales organization effectiveness - which provides management with diagnostic as well as prescriptive information
teamwork skills
connect
sales organization audit
mobile salesperson CRM solutions
7. Relationships salespeople have with other individuals in their own company
account targeting strategy
selling technology and automation
internal relationships
service motivation
8. 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.
high-tech sales support offices
sales call goal
territory goal
resilience
9. The use of customer-driven processes enabled by the latest web technology to co-create value with customers
sales 2.0
teamwork skills
deal analytics
selling technology and automation
10. 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
territory analysis
leadership style
critical encounters
field sales managers
11. 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.
assessment center
know
teamwork skills
interact
12. The process of improving a product or service for the customer.
deal analytics
360-degree feedback
adding value
sales management
13. A two-way flow of information between salesperson and customer.
sales organization audit
job analysis
360-degree feedback
communication
14. 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
leapfrog routing plan
behavior-based evaluations
sales management
teamwork skills
15. Evaluation of the actual sales results salespeople achieve.
territory analysis
cost analysis
assessment center
outcome-based evaluations
16. Meeting and or exceeding customer service expectations.
leadership style
service quality
single factor analysis
collaborative involvement
17. The number of individuals that report to each sales manager
span of control
customer relationship management (CRM)
relate
personal goals
18. A general orientation applied to leadership activities - Transactional and transformational leadership styles are two well known leadership styles
assessment center
leadership style
sales organization audit
needs assessment
19. The salesperson applies relevant understanding and insight to create value-added interactions and generate relationships between the salesperson and buyer.
relate
building goodwill
cost analysis
selling technology and automation
20. An overall assessment of how well the sales organization achieved its goals and objectives
service strategy
leapfrog routing plan
leadership style
sales organization effectiveness
21. An examination of the tasks - duties - and responsibilities of the sales job
job analysis
high-tech sales support offices
circular routing plan
sales 2.0
22. Sales managers who have salespeople reporting directly to them and spend a considerable amount of time working with salespeople in their respective territories
team selling
field sales managers
outcome-based evaluations
single factor analysis
23. The process of placing existing customers and prospects into categories based on their potential as a customer
connect
behavior-based evaluations
account classification
independent representatives or manufacturer representatives
24. '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.
deal analytics
interact
circular routing plan
internal relationships
25. A performance evaluation approach that involves sales managers and individual salespeople working together on setting goals - giving feedback - reviewing - and rewarding
job analysis
360-degree feedback
deal analytics
performance management
26. The desire of a salesperson to serve customers each day.
straight line routing plan
service motivation
trade show
deal analytics
27. 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
circular routing plan
selling strategy
span of control
reward system management
28. Skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance
teamwork skills
critical encounters
leapfrog routing plan
field sales managers
29. 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
internal relationships
outcome-based evaluations
job description
straight line routing plan
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.
connect
behaviorally anchored rating scale (BARS)
sales 2.0
portfolio analysis
31. A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals.
single factor analysis
territory goal
social networking
cloud computing
32. Indicate the aptitude - skills - knowledge - personal traits - and willingness to accept occupational conditions to perform the job
sales management
job qualifications
intranet
behaviorally anchored rating scale (BARS)
33. A salesperson's desire of selling a certain amount of product to one customer or account in order to acheive territory and personal goals
account goal
behaviorally anchored rating scale (BARS)
resilience
cloud computing
34. 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
major city routing plan
performance management
adding value
motivation
35. A salesperson's individual desired accomplishments - such as achieving a desired annual income over a specific period of time
portfolio analysis
motivation
personal goals
selling strategy
36. Sales managers working with subordinates - including sales people and sales staff - on an ongoing basis
service motivation
sales supervision
circular routing plan
adding value
37. The process of scheduling activities that can be used as a map for achieving objectives
connect
sales planning
sales call goal
independent representatives or manufacturer representatives
38. 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.
sales organization audit
team selling
cloverleaf routing plan
territory goal
39. A salesperson's desire of selling a certain amount of product per each sales call in order to achieve account - territory - and personal goals
sales call goal
performance management
service motivation
sales planning
40. 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.
connect
behavior-based evaluations
360-degree feedback
service quality
41. A method for analyzing accounts that is based on one single factor - typically the level of sales potential
trade show
single factor analysis
service strategy
relationship strategy
42. Selection and administration of organizational rewards to encourage salespeople to achieve organizational objectives
territory goal
reward system management
sales leadership
territory analysis
43. A written summary of the job
360-degree feedback
job description
self-leadership
sales analysis
44. 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.
sales planning
single factor analysis
communication
extranet
45. Combining applications - communications - and content into one digital 'cloud' that can be easily accessed from many different devices
profitability analysis
interact
single factor analysis
cloud computing
46. An organization's dedicated and proprietary computer network offering passwordcontrolled access to people within and outside the organization (e.g. - customers and suppliers).
communication
social networking
intranet
know
47. 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
external relationships
leadership style
major city routing plan
motivation
48. The process of converting new customers into lifetime customers by continually adding value to the product.
building goodwill
selling strategy
straight line routing plan
collaborative involvement
49. Activities that influence others to achieve shared goals to advance the organization
span of control
sales leadership
high-tech sales support offices
account classification
50. The use of multiple-person sales teams in dealing with multiple-person customer buying centers
job qualifications
relate
internal relationships
team selling