Professional Selling Exam 1 CH 1-5 Questions and Answers Already Passed
modern day selling is: - Answers customer centric
what is customer centric selling? - Answers the customer is the center of everything the salesperson
personal selling - Answers human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - Answers for the salesperson to add value to the buyer
value - Answers the total benefit that the sellers products/services provided to the buyer
customer value proposition - Answers bundle of buyer specific benefits (example: BMW --> status
symbol, luxury car)
ways to add value: - Answers provide interface between buying and selling companies to build trust and
commitment
why is it important to provide interface between the buyer and seller - Answers to develop long term
beneficial relationships and people use selling all the time
internal selling - Answers engineers convince managers to support their r&d projects
go-to-market strategy - Answers options firms have in how they can approach customers as they add
value
personal selling allows: - Answers most flexibility
what is the most expensive form of selling - Answers personal selling (around 400 a person)
value= - Answers benefits received-(selling price + time & effort to purchase)
four key points of salespeople - Answers -client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - Answers communicate with the customer face to face at the customers location
inside salespeople - Answers communicate with by telephone or computer at employers location
characteristics of successful salespeople - Answers -customer product and knowledge
-confidence and optimism
, -emotional intelligencd
emotional intelligence - Answers understanding/regulating one's own emotions to read/respond to the
emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - Answers the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - Answers true
marketing concept - Answers listen to and understand the needs of customers, then taking the firm and
changing to adjust from seller to customer needs
what guides market exchanges? - Answers legal principles
manipulation - Answers eliminating choices
persuasion - Answers decision still remains the buyers w attempts to influence
what are the adverse effects of unethical conduct - Answers 1. lose self respect
2. only way to make sales is lying
3. compromise long term customer relationship
deception - Answers telling half-truths, withholding important info
bribe is before the ______ fact and kickback is ________ the fact - Answers before, after
expense account - Answers act as though you are spending your own money
courtesy of switching jobs - Answers -give ample notice
-offer assistance during transition phase
-dont burn your bridges
-dont take anything with you
-2 weeks notice
producers - Answers buy products and services to manufacture and sell their their products/services to
customers
oem purchasers - Answers purchase goods to use in making their products
end users - Answers purchase goods/services to support their own production/operations
capital equipment - Answers items are major purchases such as mainframe computers/machine tools
reseller - Answers finished products or services with the intention to resell them
modern day selling is: - Answers customer centric
what is customer centric selling? - Answers the customer is the center of everything the salesperson
personal selling - Answers human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - Answers for the salesperson to add value to the buyer
value - Answers the total benefit that the sellers products/services provided to the buyer
customer value proposition - Answers bundle of buyer specific benefits (example: BMW --> status
symbol, luxury car)
ways to add value: - Answers provide interface between buying and selling companies to build trust and
commitment
why is it important to provide interface between the buyer and seller - Answers to develop long term
beneficial relationships and people use selling all the time
internal selling - Answers engineers convince managers to support their r&d projects
go-to-market strategy - Answers options firms have in how they can approach customers as they add
value
personal selling allows: - Answers most flexibility
what is the most expensive form of selling - Answers personal selling (around 400 a person)
value= - Answers benefits received-(selling price + time & effort to purchase)
four key points of salespeople - Answers -client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - Answers communicate with the customer face to face at the customers location
inside salespeople - Answers communicate with by telephone or computer at employers location
characteristics of successful salespeople - Answers -customer product and knowledge
-confidence and optimism
, -emotional intelligencd
emotional intelligence - Answers understanding/regulating one's own emotions to read/respond to the
emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - Answers the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - Answers true
marketing concept - Answers listen to and understand the needs of customers, then taking the firm and
changing to adjust from seller to customer needs
what guides market exchanges? - Answers legal principles
manipulation - Answers eliminating choices
persuasion - Answers decision still remains the buyers w attempts to influence
what are the adverse effects of unethical conduct - Answers 1. lose self respect
2. only way to make sales is lying
3. compromise long term customer relationship
deception - Answers telling half-truths, withholding important info
bribe is before the ______ fact and kickback is ________ the fact - Answers before, after
expense account - Answers act as though you are spending your own money
courtesy of switching jobs - Answers -give ample notice
-offer assistance during transition phase
-dont burn your bridges
-dont take anything with you
-2 weeks notice
producers - Answers buy products and services to manufacture and sell their their products/services to
customers
oem purchasers - Answers purchase goods to use in making their products
end users - Answers purchase goods/services to support their own production/operations
capital equipment - Answers items are major purchases such as mainframe computers/machine tools
reseller - Answers finished products or services with the intention to resell them
