MAR3400 Professional Selling Exam 1
Unit Quiz well answered to pass
prior to the 1970s the primary selling methodology could be described as transactional selling. This was
driven by - correct answer ✔✔the manufacturing economy
During the 1970s and 1980s, Zig Ziglar taught a sales methodology that was later formalized into a
process by Xerox Learning Systems. It is described as - correct answer ✔✔Needs Satisfaction Selling
The evolution of the salesperson's role since the early 1990s has been driven primarily by - correct
answer ✔✔the availability of information
Ultimately the best salespeople will likely become the leaders of sales teams. Why? - correct answer
✔✔1. The sales process will become more complex
2. The scope of the job will become broader
3. The time horizon will lengthen.
Which of the following is the largest determinant of differences in selling context - correct answer
✔✔the complexity of the product
Which of the following examples represents a selling context more oriented toward a more passive,
customer service type of selling role - correct answer ✔✔Retail apparel sales
It apple introduced an innovative new personal health monitoring device, which type of validity would
they most likely have to demonstrate to consumers? - correct answer ✔✔Product validity
Selling to a government agency or large institution can present which of the following unique
challenges? - correct answer ✔✔Increased bureaucracy, Uncertain process, many layers of approval,
longer sales cycle
Unit Quiz well answered to pass
prior to the 1970s the primary selling methodology could be described as transactional selling. This was
driven by - correct answer ✔✔the manufacturing economy
During the 1970s and 1980s, Zig Ziglar taught a sales methodology that was later formalized into a
process by Xerox Learning Systems. It is described as - correct answer ✔✔Needs Satisfaction Selling
The evolution of the salesperson's role since the early 1990s has been driven primarily by - correct
answer ✔✔the availability of information
Ultimately the best salespeople will likely become the leaders of sales teams. Why? - correct answer
✔✔1. The sales process will become more complex
2. The scope of the job will become broader
3. The time horizon will lengthen.
Which of the following is the largest determinant of differences in selling context - correct answer
✔✔the complexity of the product
Which of the following examples represents a selling context more oriented toward a more passive,
customer service type of selling role - correct answer ✔✔Retail apparel sales
It apple introduced an innovative new personal health monitoring device, which type of validity would
they most likely have to demonstrate to consumers? - correct answer ✔✔Product validity
Selling to a government agency or large institution can present which of the following unique
challenges? - correct answer ✔✔Increased bureaucracy, Uncertain process, many layers of approval,
longer sales cycle
