Exam 3 Professional Selling questions
with 100% complete solutions
When interacting with customer is it better for the salesperson to "closing early and often," or recognize
that "nobody likes to be sold, but everybody likes to buy"? Explain your answer. - correct answer ✔✔-
Emphasis on "closing" Reduces Chance of Making a Sale
-Closing Statement Leads to Negative Response which is then Maintained by Customer
What is a commitment signal (i.e. buying signal)?
Be able to identify one from a list of examples. - correct answer ✔✔-Makes a positive statement about
the product
-Asks who else has bought the product
-Asks about price, delivery, installation
-Asks about payment methods
-Appears more relaxed, and interacts more with the salesperson
Direct commitment - correct answer ✔✔Simply ask for the order
Alternative choice - correct answer ✔✔Give the prospect a limited number of choices
Summary commitment - correct answer ✔✔Summarize all the confirmed benefits to which there has
been agreement
T-account commitment - correct answer ✔✔Make a t-chart of pros and cons
Standing-room only close - correct answer ✔✔Time limit is put in place to force a commitment (buy now
approach)
, Overall, how does a salesperson build goodwill? - correct answer ✔✔By continually adding value to the
product
Why is it important to assess customer satisfaction? How can this be done? - correct answer
✔✔Assessing customer satisfaction is done by:
-Developing a plan to seek satisfaction feedback
-Asking the customer for feedback
-Gather info via surveys and social media
Interact - correct answer ✔✔-1st step in post-sale follow-up
-Salesperson has already connected with the buyer; focus is now to increase interactions w/buyer
-Maximize # of critical encounters and encourage effective dialogue
Connect - correct answer ✔✔-2nd step of post-sale follow-up
-Salesperson connects with others at the buyers' firm
-Develops and maintains contact with multiple individuals
Know - correct answer ✔✔-3rd step of post-sale follow-up
-Salesperson is given info by multiple individuals and experiences numerous situations w/ the buying
firm
-Helps salesperson to develop insights on the buyers changing situation, needs, and expectations.
Relate - correct answer ✔✔-4th step of post-sale follow-up
-Salesperson applies relevant understanding and insight to create value-added interactions and further
develop relationships with firm.
-May lead to buyer becoming Trusted Advisor
Intranet - correct answer ✔✔Organization's computer network that offers password-controlled access to
people within and outside
with 100% complete solutions
When interacting with customer is it better for the salesperson to "closing early and often," or recognize
that "nobody likes to be sold, but everybody likes to buy"? Explain your answer. - correct answer ✔✔-
Emphasis on "closing" Reduces Chance of Making a Sale
-Closing Statement Leads to Negative Response which is then Maintained by Customer
What is a commitment signal (i.e. buying signal)?
Be able to identify one from a list of examples. - correct answer ✔✔-Makes a positive statement about
the product
-Asks who else has bought the product
-Asks about price, delivery, installation
-Asks about payment methods
-Appears more relaxed, and interacts more with the salesperson
Direct commitment - correct answer ✔✔Simply ask for the order
Alternative choice - correct answer ✔✔Give the prospect a limited number of choices
Summary commitment - correct answer ✔✔Summarize all the confirmed benefits to which there has
been agreement
T-account commitment - correct answer ✔✔Make a t-chart of pros and cons
Standing-room only close - correct answer ✔✔Time limit is put in place to force a commitment (buy now
approach)
, Overall, how does a salesperson build goodwill? - correct answer ✔✔By continually adding value to the
product
Why is it important to assess customer satisfaction? How can this be done? - correct answer
✔✔Assessing customer satisfaction is done by:
-Developing a plan to seek satisfaction feedback
-Asking the customer for feedback
-Gather info via surveys and social media
Interact - correct answer ✔✔-1st step in post-sale follow-up
-Salesperson has already connected with the buyer; focus is now to increase interactions w/buyer
-Maximize # of critical encounters and encourage effective dialogue
Connect - correct answer ✔✔-2nd step of post-sale follow-up
-Salesperson connects with others at the buyers' firm
-Develops and maintains contact with multiple individuals
Know - correct answer ✔✔-3rd step of post-sale follow-up
-Salesperson is given info by multiple individuals and experiences numerous situations w/ the buying
firm
-Helps salesperson to develop insights on the buyers changing situation, needs, and expectations.
Relate - correct answer ✔✔-4th step of post-sale follow-up
-Salesperson applies relevant understanding and insight to create value-added interactions and further
develop relationships with firm.
-May lead to buyer becoming Trusted Advisor
Intranet - correct answer ✔✔Organization's computer network that offers password-controlled access to
people within and outside
