Marketing 542 Fundamentals of
Professional Selling Exam 1 fully solved
Seven Steps in the selling process - correct answer ✔✔Prospecting and qualifying, reapproach,
approach, presentation and demonstration, handling objections, closing, follow up
Prospecting and qualifying - correct answer ✔✔Identifying potential customers/screening leads
Reapproach - correct answer ✔✔Learning as much as possible about a prospective customer prior to
making a sales call
Approach - correct answer ✔✔Stage where the salesperson meets the customer for the first time
Presentation and demonstration - correct answer ✔✔Benefits of the product are presented and
demonstrated/Understanding prospect needs is key
Handling objections - correct answer ✔✔Answering questions and addressing concerns
Closing - correct answer ✔✔Asking for the order
Follow up - correct answer ✔✔Ensures customer satisfaction
Phases of the Customer-Oriented Sales Call Model - correct answer ✔✔Establishing Rapport, Discovering
Needs, Making a presentation, closing the sale
Establishing Rapport - correct answer ✔✔Step One: Introduce yourself and your company
Step Two: Initiate social conversation
Step Three: Shift attention to topic of business
, Discovering Needs - correct answer ✔✔Step One: Discovering Customer's Needs and Situation Factors
Step Two: Confirm Customers Needs
Making a Presentation - correct answer ✔✔Step One: Propose a customer action
Step Two: Explain how needs are met by this action
Step Three: Verify the proposed customer action
Closing the sale - correct answer ✔✔Step One: Ask for customer commitment
Step Two: Ask customer to initiate action
Step Three: Confirm the sale
When a customer says YES - correct answer ✔✔Confirm the sale
1. Thank them for the order
2. Remind them of the benefits
3. Reassure them that they made a good decision
When a customer says NO - correct answer ✔✔Thank them for their time
1. Thank them for taking the time to visit with you
2. Leave the door open in case something changes
3.Follow up with a thank you letter if future prospect
When a customer says MAYBE - correct answer ✔✔Negotiate buyer resistance
Follow general strategies for negotiating buyer resistance
Use specific methods (tactics) for negotiating resistance
Define Negotiation - correct answer ✔✔"Win-win" strategy
Working to reach an agreement that is mutually satisfactory to both buyer and seller
"Conferring with another so as to arrive at the settlement of some matter"
Professional Selling Exam 1 fully solved
Seven Steps in the selling process - correct answer ✔✔Prospecting and qualifying, reapproach,
approach, presentation and demonstration, handling objections, closing, follow up
Prospecting and qualifying - correct answer ✔✔Identifying potential customers/screening leads
Reapproach - correct answer ✔✔Learning as much as possible about a prospective customer prior to
making a sales call
Approach - correct answer ✔✔Stage where the salesperson meets the customer for the first time
Presentation and demonstration - correct answer ✔✔Benefits of the product are presented and
demonstrated/Understanding prospect needs is key
Handling objections - correct answer ✔✔Answering questions and addressing concerns
Closing - correct answer ✔✔Asking for the order
Follow up - correct answer ✔✔Ensures customer satisfaction
Phases of the Customer-Oriented Sales Call Model - correct answer ✔✔Establishing Rapport, Discovering
Needs, Making a presentation, closing the sale
Establishing Rapport - correct answer ✔✔Step One: Introduce yourself and your company
Step Two: Initiate social conversation
Step Three: Shift attention to topic of business
, Discovering Needs - correct answer ✔✔Step One: Discovering Customer's Needs and Situation Factors
Step Two: Confirm Customers Needs
Making a Presentation - correct answer ✔✔Step One: Propose a customer action
Step Two: Explain how needs are met by this action
Step Three: Verify the proposed customer action
Closing the sale - correct answer ✔✔Step One: Ask for customer commitment
Step Two: Ask customer to initiate action
Step Three: Confirm the sale
When a customer says YES - correct answer ✔✔Confirm the sale
1. Thank them for the order
2. Remind them of the benefits
3. Reassure them that they made a good decision
When a customer says NO - correct answer ✔✔Thank them for their time
1. Thank them for taking the time to visit with you
2. Leave the door open in case something changes
3.Follow up with a thank you letter if future prospect
When a customer says MAYBE - correct answer ✔✔Negotiate buyer resistance
Follow general strategies for negotiating buyer resistance
Use specific methods (tactics) for negotiating resistance
Define Negotiation - correct answer ✔✔"Win-win" strategy
Working to reach an agreement that is mutually satisfactory to both buyer and seller
"Conferring with another so as to arrive at the settlement of some matter"
