Tufts Professional Selling Exam 1 questions and answers
graded A+ 2025 latest update
1. Goal
attainment of 43%
thinkers
2. Goal 62%
attainment of
writers
3. Goal 76%
attainment of
sharers
4. One thing The one thing that if you did it it would make everything else easier
con- cept
5. WGSA Method - Why
-1 Goal
-3 Strategies
-5 Actions
6. Evolution of
Sell- ing (30s- Transactional Selling
70s) -Production based
-Product oriented
7. Evolution of
Sell- ing (70s- Needs Satisfaction
90s) -Customer oriented
-Needs based
-TVs rolled out and customers have more info
8. Evolution of
Sell- ing (90s- Partnership/Value Selling
2020s) -Solution and relationship oriented
-One key thing: invention of the internet gave people more access to
information
9. Context -No longer a giver of information but an interpreter of information
changes the:
-Circumstances, settings and conditions, and therefore:
1/
18
, Tufts Professional Selling Exam 1 questions and answers
graded A+ 2025 latest update
-Customer perspective
2/
18
, Tufts Professional Selling Exam 1 questions and answers
graded A+ 2025 latest update
-Sales tasks
-Salesperson's role
-Sales cycle
Does NOT alter the process, just the time allocated to various steps
10. Characteristics -Self motivated
of successful
-Dependable and trustworthy
sales- people
-Ethical sales behavior
-Customer and product knowledge
-Analytical skill
-Able to use info technology
11. 7 personality -Communication skills
traits of top
sales people
-Modesty/humility
-Conscientious/reliable
-Achievement and goal oriented
-Curious and inquisitive
12. Overperformin -NOT gregarious (dominant, demands obedience, keeps distance)
g Sales People -Resilient
-Not self conscious
-selling behavior and belief
-Focus: motivated by money & status
-Career oriented: think about work and future
-Personal attributes: happy childhood, mostly logic (little instinct), prefer
wide range of activities
-Customer interaction strategy: get customer to emotionally connect,
tailor to customer needs, ask calculated questions, show expertise
-Attitude: positive toward sales manager (see as coach, mentor) and
follow a process
-Self perception: trustworthy, professional, follow through, product
knowledge, self confident, certain, prideful
3/
18
graded A+ 2025 latest update
1. Goal
attainment of 43%
thinkers
2. Goal 62%
attainment of
writers
3. Goal 76%
attainment of
sharers
4. One thing The one thing that if you did it it would make everything else easier
con- cept
5. WGSA Method - Why
-1 Goal
-3 Strategies
-5 Actions
6. Evolution of
Sell- ing (30s- Transactional Selling
70s) -Production based
-Product oriented
7. Evolution of
Sell- ing (70s- Needs Satisfaction
90s) -Customer oriented
-Needs based
-TVs rolled out and customers have more info
8. Evolution of
Sell- ing (90s- Partnership/Value Selling
2020s) -Solution and relationship oriented
-One key thing: invention of the internet gave people more access to
information
9. Context -No longer a giver of information but an interpreter of information
changes the:
-Circumstances, settings and conditions, and therefore:
1/
18
, Tufts Professional Selling Exam 1 questions and answers
graded A+ 2025 latest update
-Customer perspective
2/
18
, Tufts Professional Selling Exam 1 questions and answers
graded A+ 2025 latest update
-Sales tasks
-Salesperson's role
-Sales cycle
Does NOT alter the process, just the time allocated to various steps
10. Characteristics -Self motivated
of successful
-Dependable and trustworthy
sales- people
-Ethical sales behavior
-Customer and product knowledge
-Analytical skill
-Able to use info technology
11. 7 personality -Communication skills
traits of top
sales people
-Modesty/humility
-Conscientious/reliable
-Achievement and goal oriented
-Curious and inquisitive
12. Overperformin -NOT gregarious (dominant, demands obedience, keeps distance)
g Sales People -Resilient
-Not self conscious
-selling behavior and belief
-Focus: motivated by money & status
-Career oriented: think about work and future
-Personal attributes: happy childhood, mostly logic (little instinct), prefer
wide range of activities
-Customer interaction strategy: get customer to emotionally connect,
tailor to customer needs, ask calculated questions, show expertise
-Attitude: positive toward sales manager (see as coach, mentor) and
follow a process
-Self perception: trustworthy, professional, follow through, product
knowledge, self confident, certain, prideful
3/
18
