Professional Selling MAR3400 Chuck
Visca Exam 1 well answered to pass
emotional intelligence - correct answer ✔✔1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - correct answer ✔✔1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - correct answer ✔✔-not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - correct answer ✔✔-committed to the sales profession
-have the right attitude
how to dress professionally - correct answer ✔✔-simplicity
-appropriateness
-quality
Do's for nonverbals - correct answer ✔✔Do:
-pay close attention to entrance & body carriage
-communicate with confidence
, -effective handshake
Factors impacting trust - correct answer ✔✔-buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - correct answer ✔✔-grows slowly
-declines rapidly
-protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - correct answer ✔✔-your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - correct answer ✔✔-lose respect for yourself
Code of ethics - correct answer ✔✔-your company
-professional organizations
Entertaining vs. Socializing - correct answer ✔✔entertaining is investing in a relationship with prospects
it has a business purpose. Socializing is hanging out with friends on the weekends.
-set time and budget
-establish expectations
-communicate with management
-talk to the waiter, bartender, or server beforehand
Ethics and client relations - correct answer ✔✔-persuasion vs. manipulation
-gifts vs. bribes
Visca Exam 1 well answered to pass
emotional intelligence - correct answer ✔✔1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - correct answer ✔✔1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - correct answer ✔✔-not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - correct answer ✔✔-committed to the sales profession
-have the right attitude
how to dress professionally - correct answer ✔✔-simplicity
-appropriateness
-quality
Do's for nonverbals - correct answer ✔✔Do:
-pay close attention to entrance & body carriage
-communicate with confidence
, -effective handshake
Factors impacting trust - correct answer ✔✔-buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - correct answer ✔✔-grows slowly
-declines rapidly
-protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - correct answer ✔✔-your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - correct answer ✔✔-lose respect for yourself
Code of ethics - correct answer ✔✔-your company
-professional organizations
Entertaining vs. Socializing - correct answer ✔✔entertaining is investing in a relationship with prospects
it has a business purpose. Socializing is hanging out with friends on the weekends.
-set time and budget
-establish expectations
-communicate with management
-talk to the waiter, bartender, or server beforehand
Ethics and client relations - correct answer ✔✔-persuasion vs. manipulation
-gifts vs. bribes
