Vicki West Exam 1 Professional Selling Questions and Answers Solved Correctly
Missionary Salespeople - Answers promote products only; do not actually sell the product
EX: Merck, Eli Lilly
What It Takes To Be a Top Salesperson - Answers By David McClelland
-Entrepreneurial Drive
-Sensitivity to the Environment
-Customer Orientation
-Cognitive Flexibility
-Experiential Learning
Entrepreneurial Drive - Answers setting challenging goals for self that exceed those set by organization
for them; use time efficiently and measuring own activities w time
Sensitivity to the Environment - Answers extensive memory for minute details related to consumers or
sales calls in past; focus on details appearance, name, and situational settings
Customer Orientation - Answers asking questions to identify critical customer issues, needs, desires
EX: rapport building
Cognitive Flexibility - Answers making procedural exceptions for mutual benefit; match a customer want
with an available service
Experiential Learning - Answers experience new responsibilities; learn from own mistakes
Emotional Intelligence - Answers ability to effectively understand and use one's own emotions and the
emotions of people with whom one interacts
Aspect of EI - Answers -Knowing one's own feelings & emotions as they are experienced
-Controlling one's emotions to avoid acting impulsively
-Recognizing customers' emotions (empathy)
-Using one's emotions to interact effectively with customers
Are Salespeople Born or Made? - Answers some are born, some are made
Ethics - Answers principles governing the behavior of an individual or a group
Missionary Salespeople - Answers promote products only; do not actually sell the product
EX: Merck, Eli Lilly
What It Takes To Be a Top Salesperson - Answers By David McClelland
-Entrepreneurial Drive
-Sensitivity to the Environment
-Customer Orientation
-Cognitive Flexibility
-Experiential Learning
Entrepreneurial Drive - Answers setting challenging goals for self that exceed those set by organization
for them; use time efficiently and measuring own activities w time
Sensitivity to the Environment - Answers extensive memory for minute details related to consumers or
sales calls in past; focus on details appearance, name, and situational settings
Customer Orientation - Answers asking questions to identify critical customer issues, needs, desires
EX: rapport building
Cognitive Flexibility - Answers making procedural exceptions for mutual benefit; match a customer want
with an available service
Experiential Learning - Answers experience new responsibilities; learn from own mistakes
Emotional Intelligence - Answers ability to effectively understand and use one's own emotions and the
emotions of people with whom one interacts
Aspect of EI - Answers -Knowing one's own feelings & emotions as they are experienced
-Controlling one's emotions to avoid acting impulsively
-Recognizing customers' emotions (empathy)
-Using one's emotions to interact effectively with customers
Are Salespeople Born or Made? - Answers some are born, some are made
Ethics - Answers principles governing the behavior of an individual or a group
