Professional Selling Exam #1 Professor
Noll (CH 1-6) well answered to pass
What is selling? - correct answer ✔✔It involves a lot of people and communicating, it is the promotion
of marketing.
Personal Selling - correct answer ✔✔Human driven interaction between and within
individuals/organizations. It creates economic change, involves profits for both parties
Personal Value equation - correct answer ✔✔Benefits received - (Selling price + Time and effort)
Customer value proposition - correct answer ✔✔it is dynamic, evolving as time goes on and depends on
the context of the situation
Customer lifetime value (CLV) - correct answer ✔✔Estimated value of the customer over the lifetime of
the relationship
Sales force-intensive organization - correct answer ✔✔Organizations whose that rely heavily on
salespeople
Go-to-market strategies - correct answer ✔✔An action plan that specifies how a company will reach
customers and achieve competitive advantage
Integrated marketing communications - correct answer ✔✔Communication programs that coordinate
the use of various vehicles
Multichannel Strategy - correct answer ✔✔Using several strategies at the same time
Customer-Centric - correct answer ✔✔Making the customer the center of everything the salesperson
does
, Six sigma selling programs - correct answer ✔✔Designed to reduce errors, introduced by the selling
system to practically zero
Supply chain logistics - correct answer ✔✔Management of the supply chain, necessary to interact with
other partners and vendors to meet a customer's needs
24/7 service - correct answer ✔✔Selling firm to be available for 24 hours a day, 7 days a week
Distribution Channel - correct answer ✔✔Set of people and organizations responsible for the flow of
products and services from the producer to the ultimate user
Customer relationship management (CRM) - correct answer ✔✔Information transmitted electronically to
the company, its salespeople, and its customers & its contained in their system
Manufacturing agents - correct answer ✔✔Commission agent who carries non-competitive but
complementary products from several manufacturers, for distribution along the same channels or to the
same customers.
Missionary Salespeople - correct answer ✔✔Work for manufacturer and promote their products to
other firms
Trade salespeople - correct answer ✔✔Employed by manufacturer to sell to distributors
Field salespeople - correct answer ✔✔Communicate with customer face-to-face, at the customers
location
Inside salespeople - correct answer ✔✔communicate with customers by the telephone or computer, at
employer's location
Selling Analytics - correct answer ✔✔An attempt to gain insights in customers by using sophisticated
data mining and analytic techniques
Noll (CH 1-6) well answered to pass
What is selling? - correct answer ✔✔It involves a lot of people and communicating, it is the promotion
of marketing.
Personal Selling - correct answer ✔✔Human driven interaction between and within
individuals/organizations. It creates economic change, involves profits for both parties
Personal Value equation - correct answer ✔✔Benefits received - (Selling price + Time and effort)
Customer value proposition - correct answer ✔✔it is dynamic, evolving as time goes on and depends on
the context of the situation
Customer lifetime value (CLV) - correct answer ✔✔Estimated value of the customer over the lifetime of
the relationship
Sales force-intensive organization - correct answer ✔✔Organizations whose that rely heavily on
salespeople
Go-to-market strategies - correct answer ✔✔An action plan that specifies how a company will reach
customers and achieve competitive advantage
Integrated marketing communications - correct answer ✔✔Communication programs that coordinate
the use of various vehicles
Multichannel Strategy - correct answer ✔✔Using several strategies at the same time
Customer-Centric - correct answer ✔✔Making the customer the center of everything the salesperson
does
, Six sigma selling programs - correct answer ✔✔Designed to reduce errors, introduced by the selling
system to practically zero
Supply chain logistics - correct answer ✔✔Management of the supply chain, necessary to interact with
other partners and vendors to meet a customer's needs
24/7 service - correct answer ✔✔Selling firm to be available for 24 hours a day, 7 days a week
Distribution Channel - correct answer ✔✔Set of people and organizations responsible for the flow of
products and services from the producer to the ultimate user
Customer relationship management (CRM) - correct answer ✔✔Information transmitted electronically to
the company, its salespeople, and its customers & its contained in their system
Manufacturing agents - correct answer ✔✔Commission agent who carries non-competitive but
complementary products from several manufacturers, for distribution along the same channels or to the
same customers.
Missionary Salespeople - correct answer ✔✔Work for manufacturer and promote their products to
other firms
Trade salespeople - correct answer ✔✔Employed by manufacturer to sell to distributors
Field salespeople - correct answer ✔✔Communicate with customer face-to-face, at the customers
location
Inside salespeople - correct answer ✔✔communicate with customers by the telephone or computer, at
employer's location
Selling Analytics - correct answer ✔✔An attempt to gain insights in customers by using sophisticated
data mining and analytic techniques
