MARK 3337 Professional selling Exam 1
questions with complete solutions
Person to person communication - correct answer ✔✔Personal selling
What is personal selling a process of? - correct answer ✔✔- developing relationship
- discovering needs
- matching products with needs
- communicating benefits
What process adds value? - correct answer ✔✔Personal selling
What was the shift in emphasis in the last 50 years? - correct answer ✔✔From industrial activity to
information processing
What are the four major developments in Shift in Emphasis? - correct answer ✔✔- major advances:
information technology and electronic commerce
- strategic resource is information
- Business defined by customer relationships
- sales process depends on adding value
What happens during the shift form selling to consulting? - correct answer ✔✔its a trend in sales that
has led to an increase in both the education and skills a salesperson needs
Process that serves the buyer primarily interested in price and convenience - correct answer
✔✔Transactional selling
Process that developed from the marketing concept, emphasizing need identification - correct answer
✔✔Consultative selling
, What are the four features of consultative selling? - correct answer ✔✔- customer is a person to be
served, not a prospect to be sold
- emphasis on information giving, problem solving, and negotiation
- two way communication identifies (diagnoses) customer's needs; no high pressure sales presentation
- emphasis on service after the sale
How does consultative selling impact the view of the customer? - correct answer ✔✔
What are the 4 components of the marketing mix? - correct answer ✔✔Presentation, Product, Price &
Place
What are the 3 prescriptions involved in the Philosophy of Personal selling? - correct answer ✔✔- adopt
the marketing concept
- value personal selling
- assume the role of problem solver or partner
What are the 4 strategies involved in the Consultative selling model? - correct answer ✔✔- Relationship,
Product, Customer & Presentation
What steps are involved in developing a Relationship Strategy? - correct answer ✔✔- securing
relationships
- developing relationships
- maintaining relationships
A plan that helps salespeople make correct decisions concerning the selection and positioning of
products to meet identified customer needs - correct answer ✔✔Product Strategy
What are the prescriptions involved in Product Strategy? - correct answer ✔✔- become a product expert
- sell benefits
- configure value-added solutions
questions with complete solutions
Person to person communication - correct answer ✔✔Personal selling
What is personal selling a process of? - correct answer ✔✔- developing relationship
- discovering needs
- matching products with needs
- communicating benefits
What process adds value? - correct answer ✔✔Personal selling
What was the shift in emphasis in the last 50 years? - correct answer ✔✔From industrial activity to
information processing
What are the four major developments in Shift in Emphasis? - correct answer ✔✔- major advances:
information technology and electronic commerce
- strategic resource is information
- Business defined by customer relationships
- sales process depends on adding value
What happens during the shift form selling to consulting? - correct answer ✔✔its a trend in sales that
has led to an increase in both the education and skills a salesperson needs
Process that serves the buyer primarily interested in price and convenience - correct answer
✔✔Transactional selling
Process that developed from the marketing concept, emphasizing need identification - correct answer
✔✔Consultative selling
, What are the four features of consultative selling? - correct answer ✔✔- customer is a person to be
served, not a prospect to be sold
- emphasis on information giving, problem solving, and negotiation
- two way communication identifies (diagnoses) customer's needs; no high pressure sales presentation
- emphasis on service after the sale
How does consultative selling impact the view of the customer? - correct answer ✔✔
What are the 4 components of the marketing mix? - correct answer ✔✔Presentation, Product, Price &
Place
What are the 3 prescriptions involved in the Philosophy of Personal selling? - correct answer ✔✔- adopt
the marketing concept
- value personal selling
- assume the role of problem solver or partner
What are the 4 strategies involved in the Consultative selling model? - correct answer ✔✔- Relationship,
Product, Customer & Presentation
What steps are involved in developing a Relationship Strategy? - correct answer ✔✔- securing
relationships
- developing relationships
- maintaining relationships
A plan that helps salespeople make correct decisions concerning the selection and positioning of
products to meet identified customer needs - correct answer ✔✔Product Strategy
What are the prescriptions involved in Product Strategy? - correct answer ✔✔- become a product expert
- sell benefits
- configure value-added solutions
