Professional Selling Exam 1 (CH 1-5)
questions well answered (passed)
Personal Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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.
Sales Professionalism - correct answer ✔✔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 - correct answer ✔✔Something that stimulates or incites activity in the economy
Diffusion of Innovation - correct answer ✔✔The process whereby new products, services, and ideas are
distributed to the members of society
Revenue Producers - correct answer ✔✔A role fulfilled by salespeople that brings in revenue or income
to a firm or company.
Adaptive Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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.
Mental States Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔An extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs.
Consultative Selling - correct answer ✔✔The process of helping customers reach their strategic goals by
using the products , services, and expertise of the sales organization.
Strategic Orchestrator - correct answer ✔✔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 - correct answer ✔✔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.
questions well answered (passed)
Personal Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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.
Sales Professionalism - correct answer ✔✔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 - correct answer ✔✔Something that stimulates or incites activity in the economy
Diffusion of Innovation - correct answer ✔✔The process whereby new products, services, and ideas are
distributed to the members of society
Revenue Producers - correct answer ✔✔A role fulfilled by salespeople that brings in revenue or income
to a firm or company.
Adaptive Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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.
Mental States Selling - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔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 - correct answer ✔✔An extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs.
Consultative Selling - correct answer ✔✔The process of helping customers reach their strategic goals by
using the products , services, and expertise of the sales organization.
Strategic Orchestrator - correct answer ✔✔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 - correct answer ✔✔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.
