Professional Selling MAR3400 Chuck Viosca Exam 1 Questions Answered Correctly Graded A+
emotional intelligence - Answers 1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - Answers 1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - Answers -not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - Answers -committed to the sales profession
-have the right attitude
how to dress professionally - Answers -simplicity
-appropriateness
-quality
Do's for nonverbals - Answers Do:
-pay close attention to entrance & body carriage
-communicate with confidence
-effective handshake
Factors impacting trust - Answers -buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - Answers -grows slowly
-declines rapidly
, -protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - Answers -your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - Answers -lose respect for yourself
Code of ethics - Answers -your company
-professional organizations
Entertaining vs. Socializing - Answers entertaining is investing in a relationship with prospects it has a
business purpose. Socializing is hanging out with friends on the weekends.
-set time and budget
-establish expectations
-communicate with management
-talk to the waiter, bartender, or server beforehand
Ethics and client relations - Answers -persuasion vs. manipulation
-gifts vs. bribes
-entertainment
-special treatment
-confidential information
-backdoor selling
Uniform Commercial Code (UCC) - Answers -agency
-sale
-oral versus written
-title and risk of loss
Legal trouble - Answers -reciprocity (exchanging things with others for mutual benefit)
emotional intelligence - Answers 1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - Answers 1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - Answers -not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - Answers -committed to the sales profession
-have the right attitude
how to dress professionally - Answers -simplicity
-appropriateness
-quality
Do's for nonverbals - Answers Do:
-pay close attention to entrance & body carriage
-communicate with confidence
-effective handshake
Factors impacting trust - Answers -buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - Answers -grows slowly
-declines rapidly
, -protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - Answers -your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - Answers -lose respect for yourself
Code of ethics - Answers -your company
-professional organizations
Entertaining vs. Socializing - Answers entertaining is investing in a relationship with prospects it has a
business purpose. Socializing is hanging out with friends on the weekends.
-set time and budget
-establish expectations
-communicate with management
-talk to the waiter, bartender, or server beforehand
Ethics and client relations - Answers -persuasion vs. manipulation
-gifts vs. bribes
-entertainment
-special treatment
-confidential information
-backdoor selling
Uniform Commercial Code (UCC) - Answers -agency
-sale
-oral versus written
-title and risk of loss
Legal trouble - Answers -reciprocity (exchanging things with others for mutual benefit)
