Mar3400 Chuck Viosca Fsu Exam 1 Questions
With Complete Answers
emotional intelligence - ANSWER this includes emotional awareness, managing
emotions, and reasoning with emotions.
curiosity - ANSWER need to be motivated by learning new things.
sales representatives need these to succeed today - ANSWER intelligence,
emotional intelligence, and curiosity
benefits of sales - ANSWER great income, regular and immediate feedback,
psychologically rewarding, and high visibility
what sales shouldn't be - ANSWER pushy and aggressive, annoying, and
outgoing and charismatic.
an important part of building trust - ANSWER putting the customer needs and/or
interests first
how trust is built - ANSWER it is developed slowly and declines rapidly
how to protect trust - ANSWER protect it, can't take advantage, and fulfill
obligations
what are the main components of projecting a professional image in the way we
dress - ANSWER simplicity, appropriateness, and quality
what are the main components of projecting a professional image in non-verbals
- ANSWER speak confidently, have a good handshake, and pay attention to body
language
ethics and your career - ANSWER -your reputation isn't a secret. if you fail to
have good ethical values, you can lose trust of both your employers and
customers.
personal damage - ANSWER when you lose respect for yourself it is a much
greater loss than your career
entertaining - ANSWER -this is important because it's a part of the job,
networking, and it's a way to manage your career.
, -it's concerning because most of the time it's free and almost unlimited, and
some reps can't separate from socializing
-this is managed by setting limits, establishing expectations, communicating
with management and employees, and knowing the difference between
socializing
persuasion vs. manipulation - ANSWER the difference lies in the intent and
transparency of the process.
persuasion - ANSWER best available info, collective interest, rational
manipulation - ANSWER manipulation: selected info, self interest, emotional. this
means someone is forced.
gifts vs. bribes - ANSWER with gifts, you do not expect something in return
backdoor selling - ANSWER when salespeople ignore the purchasing agent's
policy, go around his or her back, and contact other people directly involved in
the purchasing decision.
uniform commercial code (ucc) - ANSWER set of rules that all states can agree
on.
agency, sale, oral vs. written contracts,
reciprocity - ANSWER you buy my product, i'll buy yours. this is only unethical if
it is forced
tying agreements - ANSWER agreements where the dealer must take most or all
of the line
collusion - ANSWER secret agreement or cooperation
defamation - ANSWER two main types are liable and slander. liable is written
and slander is spoken.
responsiveness - ANSWER the extent to which a person reacts to certain people
or situations and the feelings that those people and situations create
assertiveness - ANSWER the effort a person makes to influence the thinking and
actions of others. this is also explained as whether a person appears to ask or
tell when interacting with others.
drivers - ANSWER high on assertiveness and low on responsiveness. individuals
are:
With Complete Answers
emotional intelligence - ANSWER this includes emotional awareness, managing
emotions, and reasoning with emotions.
curiosity - ANSWER need to be motivated by learning new things.
sales representatives need these to succeed today - ANSWER intelligence,
emotional intelligence, and curiosity
benefits of sales - ANSWER great income, regular and immediate feedback,
psychologically rewarding, and high visibility
what sales shouldn't be - ANSWER pushy and aggressive, annoying, and
outgoing and charismatic.
an important part of building trust - ANSWER putting the customer needs and/or
interests first
how trust is built - ANSWER it is developed slowly and declines rapidly
how to protect trust - ANSWER protect it, can't take advantage, and fulfill
obligations
what are the main components of projecting a professional image in the way we
dress - ANSWER simplicity, appropriateness, and quality
what are the main components of projecting a professional image in non-verbals
- ANSWER speak confidently, have a good handshake, and pay attention to body
language
ethics and your career - ANSWER -your reputation isn't a secret. if you fail to
have good ethical values, you can lose trust of both your employers and
customers.
personal damage - ANSWER when you lose respect for yourself it is a much
greater loss than your career
entertaining - ANSWER -this is important because it's a part of the job,
networking, and it's a way to manage your career.
, -it's concerning because most of the time it's free and almost unlimited, and
some reps can't separate from socializing
-this is managed by setting limits, establishing expectations, communicating
with management and employees, and knowing the difference between
socializing
persuasion vs. manipulation - ANSWER the difference lies in the intent and
transparency of the process.
persuasion - ANSWER best available info, collective interest, rational
manipulation - ANSWER manipulation: selected info, self interest, emotional. this
means someone is forced.
gifts vs. bribes - ANSWER with gifts, you do not expect something in return
backdoor selling - ANSWER when salespeople ignore the purchasing agent's
policy, go around his or her back, and contact other people directly involved in
the purchasing decision.
uniform commercial code (ucc) - ANSWER set of rules that all states can agree
on.
agency, sale, oral vs. written contracts,
reciprocity - ANSWER you buy my product, i'll buy yours. this is only unethical if
it is forced
tying agreements - ANSWER agreements where the dealer must take most or all
of the line
collusion - ANSWER secret agreement or cooperation
defamation - ANSWER two main types are liable and slander. liable is written
and slander is spoken.
responsiveness - ANSWER the extent to which a person reacts to certain people
or situations and the feelings that those people and situations create
assertiveness - ANSWER the effort a person makes to influence the thinking and
actions of others. this is also explained as whether a person appears to ask or
tell when interacting with others.
drivers - ANSWER high on assertiveness and low on responsiveness. individuals
are:
