Professional Selling Exam 1 questions well answered to
pass
1. Define and
Includes all the activities related to selling a product or service to a
de- scribe buyer.
sales as a
position in an
or- ganization.
2. Benefits of the opportunity to take advantage of the global sales talent shortage,
a sales to make a meaningful contribution quickly, to build a powerful
role network, to build a flexible career, to be in charge of your destiny,
and to get the job or promotion you are pursuing.
communication and active listening skills, negotiation skills, business
3. Explain the acumen, other-focused, resilient, self-motivated, a dedication to
skills and lifelong learning, technol- ogy skills, time management skills, and
traits that lead integrity.
to sales suc-
cess
sales role moving from more of an order taker to a strategic consultant
4. Summarize focused
how
the sales role has on helping customers achieve success.
transformed
5. Compare and Sales roles vary widely and include account managers, new business
contrast the development representatives, strategic account managers, missionary
dif- ferent sellers, sales engineers, outside sales representatives, and inside
types of sales representatives.
sales roles
6. Evaluate Everyone benefits from understanding how to sell. All personality
the eight types can be good at sales. Successful salespeople ask good
different questions, listen, and have
sales myths high integrity. Sales jobs vary widely. Salespeople benefit from having
a college degree, and it is often a requirement of the job. Salespeople
, Professional Selling Exam 1 questions well answered to
pass
do need a good accounting and finance. A sales career has good job security
understanding of
7. account manage- managing customer relationships
ment
, Professional Selling Exam 1 questions well answered to
pass
8. account focusing on developing customer satisfaction and selling more to
manag- er current clients
9. farmers another term for salespeople responsible for nurturing relationships
with existing customers
10. hunters another term for salespeople responsible for new business
development
11. strategic the selection, establishment, and maintenance of close institutional
account relationships with a firm's most important customers
management
responsible for overseeing several of the firms most important
12. strategic accounts
account
managers
educating customers about a product/service and encouraging them
13. missionary to use it
sell- ing
14. sales engineers use expertise to help develop ap-propriate solutions for customers and
prospec- tive customers
15. field sales, sellers need to understand it
out- side sales
repre- 18. Compare and contrast the dif-
sentative
16. inside sales
rep-
resentative
17. Explain the
buy- ing role
and why
pass
1. Define and
Includes all the activities related to selling a product or service to a
de- scribe buyer.
sales as a
position in an
or- ganization.
2. Benefits of the opportunity to take advantage of the global sales talent shortage,
a sales to make a meaningful contribution quickly, to build a powerful
role network, to build a flexible career, to be in charge of your destiny,
and to get the job or promotion you are pursuing.
communication and active listening skills, negotiation skills, business
3. Explain the acumen, other-focused, resilient, self-motivated, a dedication to
skills and lifelong learning, technol- ogy skills, time management skills, and
traits that lead integrity.
to sales suc-
cess
sales role moving from more of an order taker to a strategic consultant
4. Summarize focused
how
the sales role has on helping customers achieve success.
transformed
5. Compare and Sales roles vary widely and include account managers, new business
contrast the development representatives, strategic account managers, missionary
dif- ferent sellers, sales engineers, outside sales representatives, and inside
types of sales representatives.
sales roles
6. Evaluate Everyone benefits from understanding how to sell. All personality
the eight types can be good at sales. Successful salespeople ask good
different questions, listen, and have
sales myths high integrity. Sales jobs vary widely. Salespeople benefit from having
a college degree, and it is often a requirement of the job. Salespeople
, Professional Selling Exam 1 questions well answered to
pass
do need a good accounting and finance. A sales career has good job security
understanding of
7. account manage- managing customer relationships
ment
, Professional Selling Exam 1 questions well answered to
pass
8. account focusing on developing customer satisfaction and selling more to
manag- er current clients
9. farmers another term for salespeople responsible for nurturing relationships
with existing customers
10. hunters another term for salespeople responsible for new business
development
11. strategic the selection, establishment, and maintenance of close institutional
account relationships with a firm's most important customers
management
responsible for overseeing several of the firms most important
12. strategic accounts
account
managers
educating customers about a product/service and encouraging them
13. missionary to use it
sell- ing
14. sales engineers use expertise to help develop ap-propriate solutions for customers and
prospec- tive customers
15. field sales, sellers need to understand it
out- side sales
repre- 18. Compare and contrast the dif-
sentative
16. inside sales
rep-
resentative
17. Explain the
buy- ing role
and why
