Professional Selling Midterm questions
well answered to pass
personal selling - correct answer ✔✔consists of the two-way flow of communication between a buyer
and seller
challenges of personal selling - correct answer ✔✔expensive; message inconsistency
advantages of personal selling - correct answer ✔✔immediate feedback, relationship selling, marketing
research
relationship selling - correct answer ✔✔developing long-term relationships with customers rather than
focusing on a single transaction; builds and maintains customer trust over a long time
customer lifetime value (CLV) - correct answer ✔✔focuses on the net present value of customer's
business over the span of its relationship with the organization
sales analytics - correct answer ✔✔generating insights from sales data, trends, and metrics to set targets
and forecast future sales performance
Sales remains the ______ largest occupational category - correct answer ✔✔second
social selling - correct answer ✔✔Developing, nurturing, and leveraging relationships online to sell
products or services; involves meeting buyers on the social network platforms where they already
conduct product research and due diligence online
social listening - correct answer ✔✔monitoring of brand's social media channels for customer feedback
and direct mentions, followed by an analysis to gain insights and act on opportunities
, inside salespeople - correct answer ✔✔most common; routinely involves high-touch transactions over
the phone and through email; perform activities required to initiate a relationship, then hand off to
outside sales; referred to as sales-development representatives
sales representatives - correct answer ✔✔typically entry-level, customer-facing or business-to-business
sales positions
field reps - correct answer ✔✔call on customers at customers' places of business
new-business salespeople - correct answer ✔✔find new customers and secure their business
account executives (order-taker salespeople) - correct answer ✔✔establish relationships with new
clients and manage the needs of existing clients
sales analysts - correct answer ✔✔responsible for collecting and analyzing sales data
sales engineers - correct answer ✔✔technical specialists who are sales support
sales managers - correct answer ✔✔oversee selling efforts at varying levels of the organization
nonprofit organizations - correct answer ✔✔generally try to further a social cause or advocate for a
point of view (hospitals, charities, universities, zoos, churches)
ethics - correct answer ✔✔norms and values expected from salespeople and to act in a way that puts
their company, profession, and themselves in a positive, ethical light
Skills needed in selling yourself: - correct answer ✔✔active listening, time management, attention to
detail, communication, solution development
trust - correct answer ✔✔provides the foundation for personal and business relationships
well answered to pass
personal selling - correct answer ✔✔consists of the two-way flow of communication between a buyer
and seller
challenges of personal selling - correct answer ✔✔expensive; message inconsistency
advantages of personal selling - correct answer ✔✔immediate feedback, relationship selling, marketing
research
relationship selling - correct answer ✔✔developing long-term relationships with customers rather than
focusing on a single transaction; builds and maintains customer trust over a long time
customer lifetime value (CLV) - correct answer ✔✔focuses on the net present value of customer's
business over the span of its relationship with the organization
sales analytics - correct answer ✔✔generating insights from sales data, trends, and metrics to set targets
and forecast future sales performance
Sales remains the ______ largest occupational category - correct answer ✔✔second
social selling - correct answer ✔✔Developing, nurturing, and leveraging relationships online to sell
products or services; involves meeting buyers on the social network platforms where they already
conduct product research and due diligence online
social listening - correct answer ✔✔monitoring of brand's social media channels for customer feedback
and direct mentions, followed by an analysis to gain insights and act on opportunities
, inside salespeople - correct answer ✔✔most common; routinely involves high-touch transactions over
the phone and through email; perform activities required to initiate a relationship, then hand off to
outside sales; referred to as sales-development representatives
sales representatives - correct answer ✔✔typically entry-level, customer-facing or business-to-business
sales positions
field reps - correct answer ✔✔call on customers at customers' places of business
new-business salespeople - correct answer ✔✔find new customers and secure their business
account executives (order-taker salespeople) - correct answer ✔✔establish relationships with new
clients and manage the needs of existing clients
sales analysts - correct answer ✔✔responsible for collecting and analyzing sales data
sales engineers - correct answer ✔✔technical specialists who are sales support
sales managers - correct answer ✔✔oversee selling efforts at varying levels of the organization
nonprofit organizations - correct answer ✔✔generally try to further a social cause or advocate for a
point of view (hospitals, charities, universities, zoos, churches)
ethics - correct answer ✔✔norms and values expected from salespeople and to act in a way that puts
their company, profession, and themselves in a positive, ethical light
Skills needed in selling yourself: - correct answer ✔✔active listening, time management, attention to
detail, communication, solution development
trust - correct answer ✔✔provides the foundation for personal and business relationships
