PROFESSIONAL SELLING EXAM 1 (CH 1-5)
Personal Selling - Answers- An important part of marketing the relied heavily on
interpersonal interactions between buyers and sellers to initiate, develop, and enhance
customer relationships.
Trust-based Relationship Selling - Answers- A form of personal selling requiring that
salespeople earn customer trust and that their selling strategy meets customer needs
and contributes to the creation, communication, and delivery of customer value.
Customer Value - Answers- The customers perception of what they get for what they
have to give up, for example, benefits from buying a product in exchange for money
paid.
Sales Dialogue - Answers- Business conversations between buyers and sellers that
occur as salespeople attempt to initiate, develop, and enhance customer relationships.
Should be customer-focused and have a clear purpose.
Diffusion of Innovation - Answers- The process whereby new products, services, and
ideas are distributed to the members of society
Revenue Producers - Answers- A role fulfilled by salespeople that brings in revenue or
income to a firm or company.
Adaptive Selling - Answers- The ability of salespeople to alter their sales messages and
behaviors during a sales presentation or as they encounter different sales situations and
different customers.
Stimulus Response Selling - Answers- An approach to selling where they key idea is
that various stimuli can elicit predictable responses from customers. Sales people
furnish the stimuli from a repertoire of words and actions designed to produce the
desired response.
Continued Affirmation - Answers- An example of stimulus response selling in which a
series of questions or statements furnished by the salesperson is designed to condition
the prospective buyer to answering "yes" time after time, until, it is hoped he/she will be
inclined to say "yes" to the entire sales proposition.
Sales Professionalism - Answers- A customer-oriented approach that uses truthful, no
manipulative tactics to satisfy the long-term needs of both the customer and the selling
firm.
Economic Stimuli - Answers- Something that stimulates or incites activity in the
economy
, Mental States Selling - Answers- An approach to personal selling that assumes that the
buying process for most buyers is essentially identical and that buyers can be led
through certain mental states, or steps, in the buying process; also called the formula
approach
AIDA - Answers- An acronym for the various mental states the salesperson must lead
customers through when using mental states selling: attention, interest, desire, and
action.
Need Satisfaction Selling - Answers- An approach to selling based on the notion that
the customer is buying to satisfy a particular need or set of needs.
Problem Solving Selling - Answers- An extension of need satisfaction selling that goes
beyond identifying needs to developing alternative solutions for satisfying these needs.
Consultative Selling - Answers- The process of helping customers reach their strategic
goals by using the products , services, and expertise of the sales organization.
Strategic Orchestrator - Answers- A role the salesperson plays in consultative selling
where he/she arranges the use of the sales organizations resources in an effort to
satisfy the customer
Business Consultant - Answers- A role that salesperson plays in consultative selling
where he/she uses internal and external sources to become an expert on the customers
business. This role also involves educating customers on the sales firm's product and
how these products compare with competitive offerings.
Long-term Ally - Answers- A role the salesperson plays in consultative selling where
he/she supports the customer, even when an immediate sale isn't expected
Sales Process - Answers- A series of interrelated steps beginning with locating qualified
prospective customers. From there, the sales person plans the sales presentation,
makes an appointment to see the customer, completes the sale, and preforms post sale
activities.
Missionary Salespeople - Answers- A category of sales support personnel who are not
typically involved in the direct solicitation of purchase orders. Their primary roles are
disseminating information, stimulating the sales effort to convert prospects into
customers, and reinforcing customer relationships
Detailer - Answers- A category of sales support personnel in the pharmaceutical
industry working at the physician level to furnish information regarding the capabilities
and limitations of medications in attempt to get the physican to prescribe their product.
Personal Selling - Answers- An important part of marketing the relied heavily on
interpersonal interactions between buyers and sellers to initiate, develop, and enhance
customer relationships.
Trust-based Relationship Selling - Answers- A form of personal selling requiring that
salespeople earn customer trust and that their selling strategy meets customer needs
and contributes to the creation, communication, and delivery of customer value.
Customer Value - Answers- The customers perception of what they get for what they
have to give up, for example, benefits from buying a product in exchange for money
paid.
Sales Dialogue - Answers- Business conversations between buyers and sellers that
occur as salespeople attempt to initiate, develop, and enhance customer relationships.
Should be customer-focused and have a clear purpose.
Diffusion of Innovation - Answers- The process whereby new products, services, and
ideas are distributed to the members of society
Revenue Producers - Answers- A role fulfilled by salespeople that brings in revenue or
income to a firm or company.
Adaptive Selling - Answers- The ability of salespeople to alter their sales messages and
behaviors during a sales presentation or as they encounter different sales situations and
different customers.
Stimulus Response Selling - Answers- An approach to selling where they key idea is
that various stimuli can elicit predictable responses from customers. Sales people
furnish the stimuli from a repertoire of words and actions designed to produce the
desired response.
Continued Affirmation - Answers- An example of stimulus response selling in which a
series of questions or statements furnished by the salesperson is designed to condition
the prospective buyer to answering "yes" time after time, until, it is hoped he/she will be
inclined to say "yes" to the entire sales proposition.
Sales Professionalism - Answers- A customer-oriented approach that uses truthful, no
manipulative tactics to satisfy the long-term needs of both the customer and the selling
firm.
Economic Stimuli - Answers- Something that stimulates or incites activity in the
economy
, Mental States Selling - Answers- An approach to personal selling that assumes that the
buying process for most buyers is essentially identical and that buyers can be led
through certain mental states, or steps, in the buying process; also called the formula
approach
AIDA - Answers- An acronym for the various mental states the salesperson must lead
customers through when using mental states selling: attention, interest, desire, and
action.
Need Satisfaction Selling - Answers- An approach to selling based on the notion that
the customer is buying to satisfy a particular need or set of needs.
Problem Solving Selling - Answers- An extension of need satisfaction selling that goes
beyond identifying needs to developing alternative solutions for satisfying these needs.
Consultative Selling - Answers- The process of helping customers reach their strategic
goals by using the products , services, and expertise of the sales organization.
Strategic Orchestrator - Answers- A role the salesperson plays in consultative selling
where he/she arranges the use of the sales organizations resources in an effort to
satisfy the customer
Business Consultant - Answers- A role that salesperson plays in consultative selling
where he/she uses internal and external sources to become an expert on the customers
business. This role also involves educating customers on the sales firm's product and
how these products compare with competitive offerings.
Long-term Ally - Answers- A role the salesperson plays in consultative selling where
he/she supports the customer, even when an immediate sale isn't expected
Sales Process - Answers- A series of interrelated steps beginning with locating qualified
prospective customers. From there, the sales person plans the sales presentation,
makes an appointment to see the customer, completes the sale, and preforms post sale
activities.
Missionary Salespeople - Answers- A category of sales support personnel who are not
typically involved in the direct solicitation of purchase orders. Their primary roles are
disseminating information, stimulating the sales effort to convert prospects into
customers, and reinforcing customer relationships
Detailer - Answers- A category of sales support personnel in the pharmaceutical
industry working at the physician level to furnish information regarding the capabilities
and limitations of medications in attempt to get the physican to prescribe their product.
