Pro Selling Exam 1 with verified answers
Customer Acquisition - correct answer ✔✔the marketing goal of acquiring new customers. Turning a
potential customer into a new customer. Includes lead management and prospecting management.
Personal selling - correct answer ✔✔the 2-way flow of communication between a buyer and a seller,
paid for by the seller and seeking to influence the buyer's purchase decision. the foundation of
successful relationship selling. most important decision factor in B2B (business to business) selling. the
need for it remains strong.
Personal selling is more effective when the good or service is: - correct answer ✔✔-new to the world
-infrequently purchased
-highly technical or complex, such products require a specialized salesperson to educate customers.
-viewed as risky
-customizable
4 main elements of marketing communication in the promotion mix - correct answer ✔✔-advertising
-sales promotion
-personal selling
-public relations
Challenges of personal selling - correct answer ✔✔expensive. message consistency
advantages of personal selling - correct answer ✔✔immediate feedback and relationship selling. the
salesperson can see the nonverbal communication that might give insight into the customer's mindset
and the likelihood that he/she will buy. Can listen directly to customer's feedback, objections, concerns.
this face-to-face interaction allows the sales person to adjust the sales presentation accordingly and
provide detailed and customized solutions that can generate more sales.
Customer Acquisition - correct answer ✔✔the marketing goal of acquiring new customers. Turning a
potential customer into a new customer. Includes lead management and prospecting management.
Personal selling - correct answer ✔✔the 2-way flow of communication between a buyer and a seller,
paid for by the seller and seeking to influence the buyer's purchase decision. the foundation of
successful relationship selling. most important decision factor in B2B (business to business) selling. the
need for it remains strong.
Personal selling is more effective when the good or service is: - correct answer ✔✔-new to the world
-infrequently purchased
-highly technical or complex, such products require a specialized salesperson to educate customers.
-viewed as risky
-customizable
4 main elements of marketing communication in the promotion mix - correct answer ✔✔-advertising
-sales promotion
-personal selling
-public relations
Challenges of personal selling - correct answer ✔✔expensive. message consistency
advantages of personal selling - correct answer ✔✔immediate feedback and relationship selling. the
salesperson can see the nonverbal communication that might give insight into the customer's mindset
and the likelihood that he/she will buy. Can listen directly to customer's feedback, objections, concerns.
this face-to-face interaction allows the sales person to adjust the sales presentation accordingly and
provide detailed and customized solutions that can generate more sales.
