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PROFESSIONAL SELLING TEST 1 EXAM 2025/2026 QUESTIONS AND ANSWERS 100% PASS

Modern day selling is: - ANS customer centric what is customer centric selling? - ANS the customer is the center of everything the salesperson personal selling - ANS human driven interaction between with individuals/organizations (interpersonal comm) what is the goal of personal selling? - ANS for the salesperson to add value to the buyer value - ANS the total benefit that the sellers products/services provided to the buyer customer value proposition - ANS bundle of buyer specific benefit...

How to Become a Rainmaker - Point System - ANS Use the Point System Every Day 1 Point - ANS Getting a lead, a referral, introduction to a decision maker 2 points - ANS Getting an appointment with a decision maker 3 points - ANS Meeting with a decision maker 4 points - ANS Getting a commitment to a close or to an action that directly leads to a close How to Become a Rainmaker - Precall Planning - ANS Always precall plan Precall Planning - ANS 90% of all sales are known or lost before the sa...

Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1 In the informative presentation strategy the buyer needs you to be a - ANS product expert/ business advisor what should you stress during the informative presentation strategy ?(3) - ANS clarity, simplicity, and directness what should you be wary of in the informative presentation strategy ? - ANS information overload during the Persuasive presentation strategy you should influence? (3) - ANS 1. Prospect's beliefs 2. Attitudes or beh...

Modern day selling is: - ANS customer centric what is customer centric selling? - ANS the customer is the center of everything the salesperson personal selling - ANS human driven interaction between with individuals/organizations (interpersonal comm) what is the goal of personal selling? - ANS for the salesperson to add value to the buyer value - ANS the total benefit that the sellers products/services provided to the buyer customer value proposition - ANS bundle of buyer specific benefit...

Sales Agility - ANS Is an individual who is continuously ready for change. They're dynamic, quick to see opportunities, understands the importance of agility in changing environments, embraces change, and growth oriented. Professional Selling - ANS the interpersonal communication process in which a seller uncovers and satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of both parties Referrals - ANS Names provided by satisfied customers of other people who migh...

Personal selling - ANS human-driven interaction between and within individuals/organizations. no sequential steps, involves many people, creates economic exchange and creates value personal value equation - ANS benefits received- (selling price + time and effort to purchase) Ways salespeople can add value in a selling situation - ANS provide interface between the buying and selling companies, identify networks of key players and help activate them to the task of co-creating value, encourag...

Missionary Salespeople - ANS promote products only; do not actually sell the product EX: Merck, Eli Lilly What It Takes To Be a Top Salesperson - ANS By David McClelland -Entrepreneurial Drive -Sensitivity to the Environment -Customer Orientation -Cognitive Flexibility -Experiential Learning Entrepreneurial Drive - ANS setting challenging goals for self that exceed those set by organization for them; use time efficiently and measuring own activities w time Sensitivity to the Environmen...

Emotional intelligence - ANS 1. emotional awareness 2. managing emotions 3. reasoning emotions Benefits of sales careers - ANS 1. great income 2. regular and immediate feedback 3. psychologically rewarding 4. high visibility 5. growth opportunity What sales should not be - ANS -not pushy or aggressive -annoying -outgoing and charismatic what sales should be - ANS -committed to the sales profession -have the right attitude how to dress professionally - ANS -simplicity -appropriatene...