PROFESSIONAL SELLING EXAM 1 (REVISED)
Selling involves helping customers identify problems, offering information about
potential solutions, and providing after-the-sale service to ensure long-term satisfaction.
The phrase often used to describe this is - Answers- customer-centric.
Valerie's goal as a sales rep is to add _______, which is the total benefit that her
company's products and services provide to the buyer. - Answers- value
In which of the following professions would knowledge of selling principles be useful? -
Answers- A) Engineers seeking support for their projects.
B) English majors seeking their first jobs.
C) Politicians seeking office.
D) Physicians attempting to influence their
E) All of the above!!!!!
A company considering Internet sales, hiring sales reps, business partners, using a
manufacturer's rep, and other options is considering its: - Answers- go-to-market
strategies.
A program coordinating personal selling with other promotional efforts is called -
Answers- integrated marketing communications
From a buyer's perspective, value in a purchase decision equals: - Answers- benefits
received - (the selling price + time and effort to purchase)
Martin perceives one of his roles as a salesperson is to promote his company's products
to other firms. Martin is a: - Answers- E) missionary salesperson.
To say salespeople are the eyes and ears of a company in the marketplace suggests
one of the roles of salespeople is: - Answers- D) information provider to their firm
In the distributor channel, __________________ salespeople to sell to distributors. -
Answers- trade
Rick spends most of his time selling his company's products in the customer's place of
business. Rick is a: - Answers- C) field salesperson.
A salesperson who sells products to businesses which involve a group making the
purchase decision and purchased infrequently sells: - Answers- capital goods
Successful salespeople are: - Answers- A) highly motivated.
B) dependable.
C) ethical.
D) knowledgeable.
Selling involves helping customers identify problems, offering information about
potential solutions, and providing after-the-sale service to ensure long-term satisfaction.
The phrase often used to describe this is - Answers- customer-centric.
Valerie's goal as a sales rep is to add _______, which is the total benefit that her
company's products and services provide to the buyer. - Answers- value
In which of the following professions would knowledge of selling principles be useful? -
Answers- A) Engineers seeking support for their projects.
B) English majors seeking their first jobs.
C) Politicians seeking office.
D) Physicians attempting to influence their
E) All of the above!!!!!
A company considering Internet sales, hiring sales reps, business partners, using a
manufacturer's rep, and other options is considering its: - Answers- go-to-market
strategies.
A program coordinating personal selling with other promotional efforts is called -
Answers- integrated marketing communications
From a buyer's perspective, value in a purchase decision equals: - Answers- benefits
received - (the selling price + time and effort to purchase)
Martin perceives one of his roles as a salesperson is to promote his company's products
to other firms. Martin is a: - Answers- E) missionary salesperson.
To say salespeople are the eyes and ears of a company in the marketplace suggests
one of the roles of salespeople is: - Answers- D) information provider to their firm
In the distributor channel, __________________ salespeople to sell to distributors. -
Answers- trade
Rick spends most of his time selling his company's products in the customer's place of
business. Rick is a: - Answers- C) field salesperson.
A salesperson who sells products to businesses which involve a group making the
purchase decision and purchased infrequently sells: - Answers- capital goods
Successful salespeople are: - Answers- A) highly motivated.
B) dependable.
C) ethical.
D) knowledgeable.
