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Professional Selling
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Professional Selling
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25 Questions

1. Sales managers focus on continual development of salespeople through provision of feedback and serving as a role model

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

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

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

5. 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

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. Evaluation of the actual sales results salespeople achieve.

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

9. 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

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

11. 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

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

13. 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.

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

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

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

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

18. 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

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

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

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

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

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

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

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

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