Professional Selling Exam 1 CH 1-5 well
answered to pass
modern day selling is: - correct answer ✔✔customer centric
what is customer centric selling? - correct answer ✔✔the customer is the center of everything the
salesperson
personal selling - correct answer ✔✔human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - correct answer ✔✔for the salesperson to add value to the buyer
value - correct answer ✔✔the total benefit that the sellers products/services provided to the buyer
customer value proposition - correct answer ✔✔bundle of buyer specific benefits (example: BMW -->
status symbol, luxury car)
ways to add value: - correct answer ✔✔provide interface between buying and selling companies to build
trust and commitment
why is it important to provide interface between the buyer and seller - correct answer ✔✔to develop
long term beneficial relationships and people use selling all the time
internal selling - correct answer ✔✔engineers convince managers to support their r&d projects
go-to-market strategy - correct answer ✔✔options firms have in how they can approach customers as
they add value
, personal selling allows: - correct answer ✔✔most flexibility
what is the most expensive form of selling - correct answer ✔✔personal selling (around 400 a person)
value= - correct answer ✔✔benefits received-(selling price + time & effort to purchase)
four key points of salespeople - correct answer ✔✔-client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - correct answer ✔✔communicate with the customer face to face at the customers
location
inside salespeople - correct answer ✔✔communicate with by telephone or computer at employers
location
characteristics of successful salespeople - correct answer ✔✔-customer product and knowledge
-confidence and optimism
-emotional intelligencd
emotional intelligence - correct answer ✔✔understanding/regulating one's own emotions to
read/respond to the emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - correct answer ✔✔the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - correct answer ✔✔true
marketing concept - correct answer ✔✔listen to and understand the needs of customers, then taking the
firm and changing to adjust from seller to customer needs
answered to pass
modern day selling is: - correct answer ✔✔customer centric
what is customer centric selling? - correct answer ✔✔the customer is the center of everything the
salesperson
personal selling - correct answer ✔✔human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - correct answer ✔✔for the salesperson to add value to the buyer
value - correct answer ✔✔the total benefit that the sellers products/services provided to the buyer
customer value proposition - correct answer ✔✔bundle of buyer specific benefits (example: BMW -->
status symbol, luxury car)
ways to add value: - correct answer ✔✔provide interface between buying and selling companies to build
trust and commitment
why is it important to provide interface between the buyer and seller - correct answer ✔✔to develop
long term beneficial relationships and people use selling all the time
internal selling - correct answer ✔✔engineers convince managers to support their r&d projects
go-to-market strategy - correct answer ✔✔options firms have in how they can approach customers as
they add value
, personal selling allows: - correct answer ✔✔most flexibility
what is the most expensive form of selling - correct answer ✔✔personal selling (around 400 a person)
value= - correct answer ✔✔benefits received-(selling price + time & effort to purchase)
four key points of salespeople - correct answer ✔✔-client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - correct answer ✔✔communicate with the customer face to face at the customers
location
inside salespeople - correct answer ✔✔communicate with by telephone or computer at employers
location
characteristics of successful salespeople - correct answer ✔✔-customer product and knowledge
-confidence and optimism
-emotional intelligencd
emotional intelligence - correct answer ✔✔understanding/regulating one's own emotions to
read/respond to the emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - correct answer ✔✔the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - correct answer ✔✔true
marketing concept - correct answer ✔✔listen to and understand the needs of customers, then taking the
firm and changing to adjust from seller to customer needs
