PROFESSIONAL SELLING: CHAPTER 1 QUESTIONS
AND ANSWERS
Personal Selling - Answers- What is a Person to person business activity in which a
salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term
benefit of both parties?
Customer-centric - Answers- What is the term about making the customer the center of
everything the salesperson does?
Value - Answers- What is the total benefit that the seller's products and services
provide to the buyer?
Customer Value Proposition - Answers- What is the collation of buyer-specific benefits
referred to when the seller is describing value to prospects?
Customer Relationship Management - Answers- Where information is electronically
stored from salespeople to their firms.
Distribution Channel - Answers- A set of people and organizations responsible for the
flow of products and serves from the producer to the ultimate user.
Direct Sales, distributors - Answers- What are the two main channels for producer and
providers of business-to-business, or industrial products and services?
Trade Salespeople - Answers- Manufacturer employs salespeople to sell to distributors.
Missionary Salespeople - Answers- Someone who works for a manufacturer and
promotes the manufacturer's product to other firms.
Manufacturer's agents - Answers- Independent businesspeople who are paid a
commission by a manufacturer for all products or services sold.
Buyer-seller - Answers- What stage of relationship is new or continuing?
Take orders or create new solutions - Answers- What is a salesperson's role?
Field Salespeople - Answers- Who spends considerable time with the customer's place
of business, communication with the customer face-to-face?
Inside salespeople - Answers- Who works at their employer's location and typically
communicate with customer by telephone or letter?
AND ANSWERS
Personal Selling - Answers- What is a Person to person business activity in which a
salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term
benefit of both parties?
Customer-centric - Answers- What is the term about making the customer the center of
everything the salesperson does?
Value - Answers- What is the total benefit that the seller's products and services
provide to the buyer?
Customer Value Proposition - Answers- What is the collation of buyer-specific benefits
referred to when the seller is describing value to prospects?
Customer Relationship Management - Answers- Where information is electronically
stored from salespeople to their firms.
Distribution Channel - Answers- A set of people and organizations responsible for the
flow of products and serves from the producer to the ultimate user.
Direct Sales, distributors - Answers- What are the two main channels for producer and
providers of business-to-business, or industrial products and services?
Trade Salespeople - Answers- Manufacturer employs salespeople to sell to distributors.
Missionary Salespeople - Answers- Someone who works for a manufacturer and
promotes the manufacturer's product to other firms.
Manufacturer's agents - Answers- Independent businesspeople who are paid a
commission by a manufacturer for all products or services sold.
Buyer-seller - Answers- What stage of relationship is new or continuing?
Take orders or create new solutions - Answers- What is a salesperson's role?
Field Salespeople - Answers- Who spends considerable time with the customer's place
of business, communication with the customer face-to-face?
Inside salespeople - Answers- Who works at their employer's location and typically
communicate with customer by telephone or letter?
