APS Exam 1 Questions with complete
solutions (2024-2025)
What jcreated jtoday's jselling jdilemma? j- jANS✓✓-Salespeople jare ja jdire
jnecessity jto jmany jwithin jour jsociety. jUnfortunately, jhowever, jit jhas jbecome
jfashionable jto jattack jthose jwho jchoose jselling jas ja jcareer.
Stereotypes:
Slick, jFast-Talking
Selfish, jOnly jMoney jMotivated
Selling jUsed jCars jto jMLM's
Causes:
Industry jturned jinto ja j"hiring jmill"
Product jTraining jvs. jSales jTraining
Prospecting jEmphasis
The jmore jyou jsell, jyour jquota jincreases
The jCharacteristics jof jgreat jsalespeople j- jANS✓✓-Focus jon jthe jcustomer
jsatisfaction, jand jsolving jthe jproblem.
Curiosity
Courage
Creative jProblem jSolving jSkills
Empathy
3 jRules jof jProfessionalism
Be jon jtime/Prepared
Communicate jFrequently
Pursue jExcellence
The jimpact jand japproach jof jtraditional jsales jtraining j- jANS✓✓-Product
jTraining jvs. jProduct jTraining
How jlong jdoes jit jtake jan jinterviewer jto jmake jup jtheir jmind jabout jyou? j- jANS
✓✓-30 jseconds
The jrest jof jthe jtime jis jspent jjustifying jtheir jpostion
, Focus jon jthis jin jthe jintroduction j- jANS✓✓-Effectively jgain jattention
Smooth jtransition jinto jneeds jidentification
The jApproach j- jFour jsteps j- jANS✓✓-Introduction j- jName jand jCompany
Rationale j- jInitial jBenefit jStatement, jWIFM
Process j- jI jam jgoing jto jlisten, jnot jtell
Time j- jProvide jthe jcustomer jwith ja jsense jof jhow jlong jthe jmeeting jwill jtake.
Four jStep jApproach j- jIntroduction j- jANS✓✓-Simple, jName jand jCompany
Don't jask jingenuous jquestions. jAdd jvalue jevery jsecond.
Feature: jwhat jdoes jthe jproduct jdo j- jI'm ja jstudent jin jPES
Benefit: jHow jthat jfeature jhelps jthem
"Alot jof jorganizations jsimilar jto jyourself jfind jvalue jin jour jOrganization. jI'd jlike
jto jmeet jwith jyou jto jhear jmore jabout jyour jcompany's jobjectives."
The jmost jpowerful jbenefits jare jthe jones jcustomers jdiscover jon jtheir jown...
jYou jcan jadd jother jthings jto jopening jlike jcompany jsize jor jmaybe jyou jwould
jrather jget jthe jcustomer jto jwant ja jlarger jcompany jfirst.
Four jStep jApproach j- jInitial jBenefit jStatement/Rationale j- jANS✓✓-Initial
jBenefit jStatement j(IBM): jGives jthe jcustomer ja jWIFM j(What's jin jit jfor jme?) jthe
jsingle jmost jimportant jelement jin jan jopening
The jdesire jto jbe jsuccessful jis ja jlittle jgreedy jbut jalso jvery jnecessary.
It jis jnot ja jquestion jof jbad jluck jfor jmost jsales jpeople jwho jhave jdifficulty
jopening jup ja jsales jcall.
It jis ja jquestion jof jappealing jto jyour jcustomer's jdesire jto jbe jmore jsuccessful.
What jcustomers jwant jis jfor jsalespeople jto jknow jmore jabout jthem
Four jStep jApproach j- jProcess j- jANS✓✓-I jam jgoing jto jlisten, jnot jtalk
The jsecond jmost jimportant jelement jin jthe japproach
Telling jthe jcustomer jup jfront jthat jyou jintend jto jlisten jto jhim jand jask jquestions
jsets ja jcompletely jdifferent jtone jfrom jwhat jmost jcustomers jare jaccustomed
jto...Why jkeep jit ja jsecret?
solutions (2024-2025)
What jcreated jtoday's jselling jdilemma? j- jANS✓✓-Salespeople jare ja jdire
jnecessity jto jmany jwithin jour jsociety. jUnfortunately, jhowever, jit jhas jbecome
jfashionable jto jattack jthose jwho jchoose jselling jas ja jcareer.
Stereotypes:
Slick, jFast-Talking
Selfish, jOnly jMoney jMotivated
Selling jUsed jCars jto jMLM's
Causes:
Industry jturned jinto ja j"hiring jmill"
Product jTraining jvs. jSales jTraining
Prospecting jEmphasis
The jmore jyou jsell, jyour jquota jincreases
The jCharacteristics jof jgreat jsalespeople j- jANS✓✓-Focus jon jthe jcustomer
jsatisfaction, jand jsolving jthe jproblem.
Curiosity
Courage
Creative jProblem jSolving jSkills
Empathy
3 jRules jof jProfessionalism
Be jon jtime/Prepared
Communicate jFrequently
Pursue jExcellence
The jimpact jand japproach jof jtraditional jsales jtraining j- jANS✓✓-Product
jTraining jvs. jProduct jTraining
How jlong jdoes jit jtake jan jinterviewer jto jmake jup jtheir jmind jabout jyou? j- jANS
✓✓-30 jseconds
The jrest jof jthe jtime jis jspent jjustifying jtheir jpostion
, Focus jon jthis jin jthe jintroduction j- jANS✓✓-Effectively jgain jattention
Smooth jtransition jinto jneeds jidentification
The jApproach j- jFour jsteps j- jANS✓✓-Introduction j- jName jand jCompany
Rationale j- jInitial jBenefit jStatement, jWIFM
Process j- jI jam jgoing jto jlisten, jnot jtell
Time j- jProvide jthe jcustomer jwith ja jsense jof jhow jlong jthe jmeeting jwill jtake.
Four jStep jApproach j- jIntroduction j- jANS✓✓-Simple, jName jand jCompany
Don't jask jingenuous jquestions. jAdd jvalue jevery jsecond.
Feature: jwhat jdoes jthe jproduct jdo j- jI'm ja jstudent jin jPES
Benefit: jHow jthat jfeature jhelps jthem
"Alot jof jorganizations jsimilar jto jyourself jfind jvalue jin jour jOrganization. jI'd jlike
jto jmeet jwith jyou jto jhear jmore jabout jyour jcompany's jobjectives."
The jmost jpowerful jbenefits jare jthe jones jcustomers jdiscover jon jtheir jown...
jYou jcan jadd jother jthings jto jopening jlike jcompany jsize jor jmaybe jyou jwould
jrather jget jthe jcustomer jto jwant ja jlarger jcompany jfirst.
Four jStep jApproach j- jInitial jBenefit jStatement/Rationale j- jANS✓✓-Initial
jBenefit jStatement j(IBM): jGives jthe jcustomer ja jWIFM j(What's jin jit jfor jme?) jthe
jsingle jmost jimportant jelement jin jan jopening
The jdesire jto jbe jsuccessful jis ja jlittle jgreedy jbut jalso jvery jnecessary.
It jis jnot ja jquestion jof jbad jluck jfor jmost jsales jpeople jwho jhave jdifficulty
jopening jup ja jsales jcall.
It jis ja jquestion jof jappealing jto jyour jcustomer's jdesire jto jbe jmore jsuccessful.
What jcustomers jwant jis jfor jsalespeople jto jknow jmore jabout jthem
Four jStep jApproach j- jProcess j- jANS✓✓-I jam jgoing jto jlisten, jnot jtalk
The jsecond jmost jimportant jelement jin jthe japproach
Telling jthe jcustomer jup jfront jthat jyou jintend jto jlisten jto jhim jand jask jquestions
jsets ja jcompletely jdifferent jtone jfrom jwhat jmost jcustomers jare jaccustomed
jto...Why jkeep jit ja jsecret?
