Professional Selling Exam 1 questions
and answers rated A+
Transactional Selling - correct answer ✔✔Product Orientation selling during the 1930s-1970s and its
about the product and why you should buy it; customers needs were already established
Needs Satisfaction Selling - correct answer ✔✔Customer Orientation selling during the 1970s-1990s and
its about understanding the customers needs; examples include Ziglar and the Xerox selling model; this
model came as a reaction of a market with mass customization
Partnership and Value Selling - correct answer ✔✔Occurred during the information age from 1990-2020
of discovering trends and strategies, helping customer digest the abundance of available information,
and on-going relationships between buyer and seller
transactional selling - correct answer ✔✔a form of personal selling that focuses on making an immediate
sale with little or no attempt to develop a relationship with the customer
Relational Selling - correct answer ✔✔interaction between the buyer and the salesperson rather than
the price or details of the product with the goal of engaging in future transactions
Xerox Model - correct answer ✔✔Needs Analysis
Needs Satisfaction
Handling Objections
Gaining Commitment
Solution Selling Model - correct answer ✔✔the idea that the salesperson's products solve a customer
problem and as such, provide a solution. Central to the sales process is the salesperson's ability to
identify customer problems that need solving and more importantly, can be solved by the salesperson's
products.
SPIN Selling Model - correct answer ✔✔situation, problem, implication, need payoff
, Customer Centric Model - correct answer ✔✔based on the premise that it is better to be customer
focused than product focused
Challenger Sales Model - correct answer ✔✔Salespeople should challenge the buyer to think and
preforms the three critical functions—teaching the customer for differentiation, tailoring a solution that
resonates with the customer and then taking control of the sales process to achieve the desired
outcome.
Gap Selling Model - correct answer ✔✔a gap exists because the customer is missing something that is
needed in order to move to the desired state. Thus, it becomes the salesperson's task to help the
customer define and appreciate this future desired state relative to the current state, as well as helping
them recognize that something is missing and required in terms of decisions, actions or purchases.
Components of Oral Communication - correct answer ✔✔7% Verbal
38% tone
55% Body Language
If you were a salesperson attempting to communicate for the first time with a prospective customer,
which of the following options would provide the most effective communication? - correct answer
✔✔Arranging a videoconference or a face-to-face meeting
Filler words - correct answer ✔✔Try to avoid these when making a pitch; to combat using filler words,
slow down and embrace the pause
Why is face-to-face the best form of communication - correct answer ✔✔Includes all three components
of effective communication: verbal, voice, and visual communications
When communicating, best position for bodyparts - correct answer ✔✔Eyes-comfortable, focused,
attentive
Eyebrows- neutral or slightly raised
moth/smile- pleasant smile
and answers rated A+
Transactional Selling - correct answer ✔✔Product Orientation selling during the 1930s-1970s and its
about the product and why you should buy it; customers needs were already established
Needs Satisfaction Selling - correct answer ✔✔Customer Orientation selling during the 1970s-1990s and
its about understanding the customers needs; examples include Ziglar and the Xerox selling model; this
model came as a reaction of a market with mass customization
Partnership and Value Selling - correct answer ✔✔Occurred during the information age from 1990-2020
of discovering trends and strategies, helping customer digest the abundance of available information,
and on-going relationships between buyer and seller
transactional selling - correct answer ✔✔a form of personal selling that focuses on making an immediate
sale with little or no attempt to develop a relationship with the customer
Relational Selling - correct answer ✔✔interaction between the buyer and the salesperson rather than
the price or details of the product with the goal of engaging in future transactions
Xerox Model - correct answer ✔✔Needs Analysis
Needs Satisfaction
Handling Objections
Gaining Commitment
Solution Selling Model - correct answer ✔✔the idea that the salesperson's products solve a customer
problem and as such, provide a solution. Central to the sales process is the salesperson's ability to
identify customer problems that need solving and more importantly, can be solved by the salesperson's
products.
SPIN Selling Model - correct answer ✔✔situation, problem, implication, need payoff
, Customer Centric Model - correct answer ✔✔based on the premise that it is better to be customer
focused than product focused
Challenger Sales Model - correct answer ✔✔Salespeople should challenge the buyer to think and
preforms the three critical functions—teaching the customer for differentiation, tailoring a solution that
resonates with the customer and then taking control of the sales process to achieve the desired
outcome.
Gap Selling Model - correct answer ✔✔a gap exists because the customer is missing something that is
needed in order to move to the desired state. Thus, it becomes the salesperson's task to help the
customer define and appreciate this future desired state relative to the current state, as well as helping
them recognize that something is missing and required in terms of decisions, actions or purchases.
Components of Oral Communication - correct answer ✔✔7% Verbal
38% tone
55% Body Language
If you were a salesperson attempting to communicate for the first time with a prospective customer,
which of the following options would provide the most effective communication? - correct answer
✔✔Arranging a videoconference or a face-to-face meeting
Filler words - correct answer ✔✔Try to avoid these when making a pitch; to combat using filler words,
slow down and embrace the pause
Why is face-to-face the best form of communication - correct answer ✔✔Includes all three components
of effective communication: verbal, voice, and visual communications
When communicating, best position for bodyparts - correct answer ✔✔Eyes-comfortable, focused,
attentive
Eyebrows- neutral or slightly raised
moth/smile- pleasant smile
