Marketing 3580 Professional Selling Exam 1 Questions and Answers Already Passed
Sales Agility - Answers Is an individual who is continuously ready for change. They're dynamic, quick to
see opportunities, understands the importance of agility in changing environments, embraces change,
and growth oriented.
Professional Selling - Answers the interpersonal communication process in which a seller uncovers and
satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of both parties
Referrals - Answers Names provided by satisfied customers of other people who might buy a product
Pre-Approach - Answers The search for people and organizations that have a high likelihood of buying
Sales Process - Answers the set of steps a salesperson goes through in a particular organization to sell a
particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
Conviction & Motivation
Completion & partnering
SP) Preparation - Answers is the first in a series of sequential actions that comprise the "SCIENCE" of
selling. The way you apply these sequential actions is the "ART" of selling. It involves finding out the 3
W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also broken down into 2
phases. Pre-approach and Prospecting.
SP) Attention - Answers how to gain initial interest by making a positive 1st impression and getting the
prospect too focus on your business proposition
SP) examination - Answers how to ask the right questions in a powerful sequence to determine a specific
customer's primary concerns (what they want) and the customer's dominant buying urge (why they
want it).
SP) prescription - Answers how to present a solution that demonstrates your understanding of the
customer situation, problems, needs, and wants which can either forge a new business relationship or
strengthen an existing one.
SP) Conviction & Motivation - Answers how to handle objection effectively answering prospects
concerns and encouraging customers to purchase through the presentation value.
, SP) Completion & Partnering - Answers How to finalize the arrangement for the sale of a product/service
that possesses competitive value in a manner that will delight the customer and lead to a long term
business relationship
I^3 Rationale for Sales - Answers Independence, Impact, Income
C.A.N. Target Companies - Answers C- Characteristics
A- Activities
N- Needs
These are companies larger than $1 Billion.
Actively opening new branches
Need a sales training solution
M.A.D. Buyers - Answers M- Money to buy
A- Authority to buy
D - Desire to buy
Gatekeeper - Answers control information and vendor access to corporate decision makers; determine
which vendors get the chance to sell.
Social Styles - Answers a person's dominant pattern of interpersonal behaviors and communication
styles they're
analytical, driver, amiable, expressive
SS) analytical - Answers Is someone who is serious, Exacting, indecisive, logical.
They score low on assertiveness and low on responsiveness. They're also low in emotion control. They're
people who asks rather then tells, and are thinking between the past and present.
They're also normally systematic, and under high pressure are avoiding.
SS) driving - Answers Is someone who is Independent, Formal, Practical, and Dominating. They score
high on assertiveness, and low on responsiveness. They're also low in emotional control. They're people
who tells rather then asks, and are thinking in the present and the future. They're normally controlling,
and under high pressure they're autocratic.
SS) Amiable - Answers Is someone who is Dependent, Supportive, Pliable, and Open. They score low on
assertiveness and high on responsiveness. They also high in emotional control. They're people who asks
Sales Agility - Answers Is an individual who is continuously ready for change. They're dynamic, quick to
see opportunities, understands the importance of agility in changing environments, embraces change,
and growth oriented.
Professional Selling - Answers the interpersonal communication process in which a seller uncovers and
satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of both parties
Referrals - Answers Names provided by satisfied customers of other people who might buy a product
Pre-Approach - Answers The search for people and organizations that have a high likelihood of buying
Sales Process - Answers the set of steps a salesperson goes through in a particular organization to sell a
particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
Conviction & Motivation
Completion & partnering
SP) Preparation - Answers is the first in a series of sequential actions that comprise the "SCIENCE" of
selling. The way you apply these sequential actions is the "ART" of selling. It involves finding out the 3
W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also broken down into 2
phases. Pre-approach and Prospecting.
SP) Attention - Answers how to gain initial interest by making a positive 1st impression and getting the
prospect too focus on your business proposition
SP) examination - Answers how to ask the right questions in a powerful sequence to determine a specific
customer's primary concerns (what they want) and the customer's dominant buying urge (why they
want it).
SP) prescription - Answers how to present a solution that demonstrates your understanding of the
customer situation, problems, needs, and wants which can either forge a new business relationship or
strengthen an existing one.
SP) Conviction & Motivation - Answers how to handle objection effectively answering prospects
concerns and encouraging customers to purchase through the presentation value.
, SP) Completion & Partnering - Answers How to finalize the arrangement for the sale of a product/service
that possesses competitive value in a manner that will delight the customer and lead to a long term
business relationship
I^3 Rationale for Sales - Answers Independence, Impact, Income
C.A.N. Target Companies - Answers C- Characteristics
A- Activities
N- Needs
These are companies larger than $1 Billion.
Actively opening new branches
Need a sales training solution
M.A.D. Buyers - Answers M- Money to buy
A- Authority to buy
D - Desire to buy
Gatekeeper - Answers control information and vendor access to corporate decision makers; determine
which vendors get the chance to sell.
Social Styles - Answers a person's dominant pattern of interpersonal behaviors and communication
styles they're
analytical, driver, amiable, expressive
SS) analytical - Answers Is someone who is serious, Exacting, indecisive, logical.
They score low on assertiveness and low on responsiveness. They're also low in emotion control. They're
people who asks rather then tells, and are thinking between the past and present.
They're also normally systematic, and under high pressure are avoiding.
SS) driving - Answers Is someone who is Independent, Formal, Practical, and Dominating. They score
high on assertiveness, and low on responsiveness. They're also low in emotional control. They're people
who tells rather then asks, and are thinking in the present and the future. They're normally controlling,
and under high pressure they're autocratic.
SS) Amiable - Answers Is someone who is Dependent, Supportive, Pliable, and Open. They score low on
assertiveness and high on responsiveness. They also high in emotional control. They're people who asks
