Professional selling 1 (chp 1,4,5,6)
questions with complete solutions
customer value proposition - correct answer ✔✔The way in which a salesperson's product or service will
meet the prospect's needs and how that is different from the offerings of competitors, especially the
next-best alternative.
CVP - correct answer ✔✔Collection of buyer specific benefits
field sales - correct answer ✔✔Salespeople who spend considerable time in the customer's place of
business, communicating with the customer face-to-face.
Integrated Marketing Communications - correct answer ✔✔Coordinated communications programs that
exploit the strengths of various communication vehicles to maximize the total impact on customers.
Go-to-market strategies - correct answer ✔✔The various options that firms have to sell their products.
Examples include the Internet, franchises, telemarketers, agents, value-added resellers, field
salespeople, and so on.
customer lifetime value - correct answer ✔✔The estimated value of the customer over the lifetime of
the relationship between the organization and the customer.
customer-centric - correct answer ✔✔Process of making the customer the center of everything that the
selling firm does. See also customer orientation.
CRM (Customer Relationship Management) - correct answer ✔✔A system to organize information about
customers, their needs, company information, and sales information.
distribution channel - correct answer ✔✔Set of people and organizations responsible for the flow of
products and services from the producer to the ultimate user.
, Walmart is example of what distribution - correct answer ✔✔direct distribution
Distributor Sales B2B - correct answer ✔✔Manufacture->Trade Sales person->Distributor salesperson -
>Business consumer
Distributor Sales Consumer channel - correct answer ✔✔Manufacture->Trade salesperson-> Trade
salesperson-> Retail salesperson
Trade Salespeople - correct answer ✔✔Salespeople who sell to firms that resell the products rather than
use them within their own firms
Missionary Salespeople - correct answer ✔✔Salespeople who sell to firms that resell the products rather
than use them within their own firms
Mcgraw Hill sells textbooks to teachers but the teachers don't buy the textbook the students do that is -
correct answer ✔✔Missionary Sales
Customer Relation management - correct answer ✔✔collect date and enter data
CRM - correct answer ✔✔is a strategic approach and technology-driven process that businesses use to
manage and analyze customer interactions throughout the customer lifecycle. The primary goal of CRM
is to improve customer retention and drive sales growth by providing better service, understanding
customer needs, and building strong, long-lasting relationships.
Decoding - correct answer ✔✔Buyer must interpret the message and try to understand what the seller
intended to communicate
What does IMC most use in the 4 P's - correct answer ✔✔promotion
My pillow - correct answer ✔✔direct channel
when do u need creativity - correct answer ✔✔solving problems and creating ideas
questions with complete solutions
customer value proposition - correct answer ✔✔The way in which a salesperson's product or service will
meet the prospect's needs and how that is different from the offerings of competitors, especially the
next-best alternative.
CVP - correct answer ✔✔Collection of buyer specific benefits
field sales - correct answer ✔✔Salespeople who spend considerable time in the customer's place of
business, communicating with the customer face-to-face.
Integrated Marketing Communications - correct answer ✔✔Coordinated communications programs that
exploit the strengths of various communication vehicles to maximize the total impact on customers.
Go-to-market strategies - correct answer ✔✔The various options that firms have to sell their products.
Examples include the Internet, franchises, telemarketers, agents, value-added resellers, field
salespeople, and so on.
customer lifetime value - correct answer ✔✔The estimated value of the customer over the lifetime of
the relationship between the organization and the customer.
customer-centric - correct answer ✔✔Process of making the customer the center of everything that the
selling firm does. See also customer orientation.
CRM (Customer Relationship Management) - correct answer ✔✔A system to organize information about
customers, their needs, company information, and sales information.
distribution channel - correct answer ✔✔Set of people and organizations responsible for the flow of
products and services from the producer to the ultimate user.
, Walmart is example of what distribution - correct answer ✔✔direct distribution
Distributor Sales B2B - correct answer ✔✔Manufacture->Trade Sales person->Distributor salesperson -
>Business consumer
Distributor Sales Consumer channel - correct answer ✔✔Manufacture->Trade salesperson-> Trade
salesperson-> Retail salesperson
Trade Salespeople - correct answer ✔✔Salespeople who sell to firms that resell the products rather than
use them within their own firms
Missionary Salespeople - correct answer ✔✔Salespeople who sell to firms that resell the products rather
than use them within their own firms
Mcgraw Hill sells textbooks to teachers but the teachers don't buy the textbook the students do that is -
correct answer ✔✔Missionary Sales
Customer Relation management - correct answer ✔✔collect date and enter data
CRM - correct answer ✔✔is a strategic approach and technology-driven process that businesses use to
manage and analyze customer interactions throughout the customer lifecycle. The primary goal of CRM
is to improve customer retention and drive sales growth by providing better service, understanding
customer needs, and building strong, long-lasting relationships.
Decoding - correct answer ✔✔Buyer must interpret the message and try to understand what the seller
intended to communicate
What does IMC most use in the 4 P's - correct answer ✔✔promotion
My pillow - correct answer ✔✔direct channel
when do u need creativity - correct answer ✔✔solving problems and creating ideas
