1 Exampromax - Stuvia US 2025/2026
IDIS 240 Final Questions and Answers (100%
Correct Answers) Already Graded A+
Steps of the selling process
Ans: Attention, discovery, solution, commitment
Attention
Ans: Getting the other person's mind off what it is on and focused on YOU
Getting the other person to see the value of spending time with YOU
Before telling someone something, give them a reason to listen
© 2025 Assignment Expert
Discovery
Exampromax - Stuvia US
Ans: Purpose-to uncover problems (needs, concerns, something that needs to be
corrected)
Find something to which you can provide a solution
Encourage the other person to talk to get them involved in the conversation
Solution
Ans: Providing solutions to the buyers problems
Selling solutions over products
People don't care how much you know, until they see how you can benefit them
Commitment
Ans: Asking for the business
The beginning of a relationship
When making a point, end your statements with questions
What is the most common mistake most sales-people make during the
selling process?
Ans: The solution
, 2 Exampromax - Stuvia US 2025/2026
What is the definition of selling?
Ans: Successful selling should be centered on understanding your customers first
Then, deploying a common/replicable process to create and manage
opportunities and manage key customer relationships.
COGS
Ans: Cost of Goods Sold (COGS) = Cost of Merchandise + Freight from
Manufacturer
EBITDA
Ans: EBITDA = Margin - OE - SG&A
GMROII
© 2025 Assignment Expert
Ans: = (GrossMarginInDollarsEarnedonWarehouseSales /
Exampromax - Stuvia US
AverageWarehouseInventory)
Gross margin
Ans:
Percent gross margin
Ans:
Percent Markup
Ans: Percent Markup = (Selling Price - COGS/COGS) * 100%
Sales solution model
Ans: Sales overview presentation
When is the sale complete?
Ans: Until commitment/or actually used
What are the service outputs of a distributor?
Ans:
3PL
IDIS 240 Final Questions and Answers (100%
Correct Answers) Already Graded A+
Steps of the selling process
Ans: Attention, discovery, solution, commitment
Attention
Ans: Getting the other person's mind off what it is on and focused on YOU
Getting the other person to see the value of spending time with YOU
Before telling someone something, give them a reason to listen
© 2025 Assignment Expert
Discovery
Exampromax - Stuvia US
Ans: Purpose-to uncover problems (needs, concerns, something that needs to be
corrected)
Find something to which you can provide a solution
Encourage the other person to talk to get them involved in the conversation
Solution
Ans: Providing solutions to the buyers problems
Selling solutions over products
People don't care how much you know, until they see how you can benefit them
Commitment
Ans: Asking for the business
The beginning of a relationship
When making a point, end your statements with questions
What is the most common mistake most sales-people make during the
selling process?
Ans: The solution
, 2 Exampromax - Stuvia US 2025/2026
What is the definition of selling?
Ans: Successful selling should be centered on understanding your customers first
Then, deploying a common/replicable process to create and manage
opportunities and manage key customer relationships.
COGS
Ans: Cost of Goods Sold (COGS) = Cost of Merchandise + Freight from
Manufacturer
EBITDA
Ans: EBITDA = Margin - OE - SG&A
GMROII
© 2025 Assignment Expert
Ans: = (GrossMarginInDollarsEarnedonWarehouseSales /
Exampromax - Stuvia US
AverageWarehouseInventory)
Gross margin
Ans:
Percent gross margin
Ans:
Percent Markup
Ans: Percent Markup = (Selling Price - COGS/COGS) * 100%
Sales solution model
Ans: Sales overview presentation
When is the sale complete?
Ans: Until commitment/or actually used
What are the service outputs of a distributor?
Ans:
3PL
