Professional Selling Final Exam Vicki
West correctly answered
6 Waves of Disruption - correct answer ✔✔1. Sass and Cloud
2. Social Selling
3. Sales Stack Explosion
4. Artificial Intelligence
5. Sales Enablement
6. Sales Engagement
Price - correct answer ✔✔Is the LAST and often the most important step in the buying process.
Be sure to mention discounts, credits, and shipping terms.
Never apologize for the pricing
Quantity Discounts - correct answer ✔✔When you encourage large purchases by passing along savings
resulting from reduced processing costs ( most common)
Single-order-discount ( Quantity Discount) - correct answer ✔✔percentage discount on a single order of
a specified number of products. EX: When you buy 100 units you get 10% on the entire order
Cumulative Discount (Quantity Discount) - correct answer ✔✔Quantity discount for purchases over a
period of time ( must meet minimum). EX: Buy from us over 10 months we will take off shipping
Cash Discounts ( type of Credit Term) - correct answer ✔✔price discounts for early repayment. EX: A
seller who offers a 2% discount on an invoice due in 30 days if the buyer pays within the first 10 days of
receiving the invoice. n/30
, Free-on-board ( destination) - correct answer ✔✔the seller agrees to load the goods; buyer takes
responsibility for the goofs once they reach the buyers location, and the seller will pay freight
Buyer Question - correct answer ✔✔Signal the buyer's degree of readiness .
EX: How soon would you be able to deliver the equipment?
Buyer Requirement - correct answer ✔✔Conditions that have to be satisfied before a purchase takes
place.
EX: We need to get this in weekly shipments
Benefit Statements - correct answer ✔✔Reflect strong feelings in support of the purchase.
EX: Good, that color matches our office decor
Let the customer set the price - correct answer ✔✔let the customer set the price and be positive
Aggressive Salespeople - correct answer ✔✔control the sales interaction but often FAIl to GAIN
COMMITMENT because they IGNORE the customer's NEEDS and fail to probe for information
Submissive salespeople - correct answer ✔✔often excellent socializers and like to spend time talking
about nonbusiness activities, hesitant to obtain commitment
Assertive Salespeople - correct answer ✔✔Respond to customers needs while remaining self- confident
and positive
Benefit Summary of Sales Person!! - correct answer ✔✔1. Salesperson simply reminds the prospect of
the agreed-on benefits of the proposal.
2. Helps buyer to synthesize points covered in the presentation to make a wise decision.
West correctly answered
6 Waves of Disruption - correct answer ✔✔1. Sass and Cloud
2. Social Selling
3. Sales Stack Explosion
4. Artificial Intelligence
5. Sales Enablement
6. Sales Engagement
Price - correct answer ✔✔Is the LAST and often the most important step in the buying process.
Be sure to mention discounts, credits, and shipping terms.
Never apologize for the pricing
Quantity Discounts - correct answer ✔✔When you encourage large purchases by passing along savings
resulting from reduced processing costs ( most common)
Single-order-discount ( Quantity Discount) - correct answer ✔✔percentage discount on a single order of
a specified number of products. EX: When you buy 100 units you get 10% on the entire order
Cumulative Discount (Quantity Discount) - correct answer ✔✔Quantity discount for purchases over a
period of time ( must meet minimum). EX: Buy from us over 10 months we will take off shipping
Cash Discounts ( type of Credit Term) - correct answer ✔✔price discounts for early repayment. EX: A
seller who offers a 2% discount on an invoice due in 30 days if the buyer pays within the first 10 days of
receiving the invoice. n/30
, Free-on-board ( destination) - correct answer ✔✔the seller agrees to load the goods; buyer takes
responsibility for the goofs once they reach the buyers location, and the seller will pay freight
Buyer Question - correct answer ✔✔Signal the buyer's degree of readiness .
EX: How soon would you be able to deliver the equipment?
Buyer Requirement - correct answer ✔✔Conditions that have to be satisfied before a purchase takes
place.
EX: We need to get this in weekly shipments
Benefit Statements - correct answer ✔✔Reflect strong feelings in support of the purchase.
EX: Good, that color matches our office decor
Let the customer set the price - correct answer ✔✔let the customer set the price and be positive
Aggressive Salespeople - correct answer ✔✔control the sales interaction but often FAIl to GAIN
COMMITMENT because they IGNORE the customer's NEEDS and fail to probe for information
Submissive salespeople - correct answer ✔✔often excellent socializers and like to spend time talking
about nonbusiness activities, hesitant to obtain commitment
Assertive Salespeople - correct answer ✔✔Respond to customers needs while remaining self- confident
and positive
Benefit Summary of Sales Person!! - correct answer ✔✔1. Salesperson simply reminds the prospect of
the agreed-on benefits of the proposal.
2. Helps buyer to synthesize points covered in the presentation to make a wise decision.
