PROFESSIONAL SELLING CHAPTER 1
SELLING AND SALESPEOPLE EXAM
2025 QUESTIONS AND ANSWERS
Personal selling - ANS human-driven interaction between and within
individuals/organizations. no sequential steps, involves many people, creates economic
exchange and creates value
personal value equation - ANS benefits received- (selling price + time and effort to purchase)
Ways salespeople can add value in a selling situation - ANS provide interface between the
buying and selling companies, identify networks of key players and help activate them to the
task of co-creating value, encourage two-way communication and help to create effective
bonds between people, help to create a climate of co-leadership with seller, encourage both
sides to learn and understand each other, facilitate truly useful meetings and conversations
between all parties, help to manage situations that arise to bring everyone back to a value-
adding perspective, be attuned to activies that increase value adding and help facilitate more of
them, help key players understand the perception of value, create meaning out of situations
that arise and conversations that occur, help to provide closure on solutions that provide value
to all parties, and help to foster trust and committment
industrail relations executives - ANS use selling approaches when negotiating with unions
aspiring management trainees - ANS sell themselves to superiors to get raises and
promotions
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
SELLING AND SALESPEOPLE EXAM
2025 QUESTIONS AND ANSWERS
Personal selling - ANS human-driven interaction between and within
individuals/organizations. no sequential steps, involves many people, creates economic
exchange and creates value
personal value equation - ANS benefits received- (selling price + time and effort to purchase)
Ways salespeople can add value in a selling situation - ANS provide interface between the
buying and selling companies, identify networks of key players and help activate them to the
task of co-creating value, encourage two-way communication and help to create effective
bonds between people, help to create a climate of co-leadership with seller, encourage both
sides to learn and understand each other, facilitate truly useful meetings and conversations
between all parties, help to manage situations that arise to bring everyone back to a value-
adding perspective, be attuned to activies that increase value adding and help facilitate more of
them, help key players understand the perception of value, create meaning out of situations
that arise and conversations that occur, help to provide closure on solutions that provide value
to all parties, and help to foster trust and committment
industrail relations executives - ANS use selling approaches when negotiating with unions
aspiring management trainees - ANS sell themselves to superiors to get raises and
promotions
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
