Professional Selling exam 1 with 100%
correct answers to pass
allows a high degree of immediate customer feedback - correct answer ✔✔The advantage of personal
selling over most other forms of marketing communications is that personal selling _______.
making sales presentations - correct answer ✔✔In trust-based relationship selling, a salesperson is
required to have all the following skills except _____.
Customer value - correct answer ✔✔_____ may be defined by a customer in terms of whether the
salesperson saves them money or if the salesperson understands their business and industry.
a sales dialogue - correct answer ✔✔When a salesperson meets with a new customer and asks
questions to discover the customer's unique needs and requirements as well as the customer's strategic
priorities, they are engaged in ____.
Adhering to a uniform ethical code - correct answer ✔✔According to a study examining the status of
sales as a true profession, which of the following is an area in which sales needs to improve?
provide useful information to potential customers - correct answer ✔✔Salespeople play a critical role in
the diffusion of innovation in that they _______.
continued affirmation - correct answer ✔✔In one selling approach, the salesperson asks a series of
questions in an attempt to get the customer to answer "yes" time after time. This approach is called
______.
problem-solving selling - correct answer ✔✔In _____, the salesperson goes beyond identifying needs
and develops alternative solutions for satisfying those needs.
long-term ally - correct answer ✔✔In consultative selling, a ______ supports the customer, even when
an immediate sale is not expected.
, Negotiating customer relationships - correct answer ✔✔Which of the following is not one of the three
major phases of the sales process?
Honesty - correct answer ✔✔As salespeople work to gain the trust of prospective customers, they must
understand that trust has many different dimensions. _______ means fairness and straightforwardness
of conduct.
a customer orientation - correct answer ✔✔When a salesperson can demonstrate _____ and answer the
question, "Will you recommend what is best for me?" they are likely to gain the trust of the prospective
customer.
candor - correct answer ✔✔One way to gain customer trust is to be honest when speaking. This is called
____.
a customer orientation - correct answer ✔✔One way to earn customer trust is _____, or placing as much
emphasis on the customer's interests as the salesperson would on their own interests.
competitor knowledge - correct answer ✔✔Having ______ means understanding the strengths and
weaknesses of other businesses in the industry.
negligence - correct answer ✔✔Salespeople may create product liabilities for a company if they make a
false claim about the product they are trying to sell, known as _____.
An express warranty - correct answer ✔✔_______ is a way a salesperson can create product liabilities by
giving a guarantee that obligates the selling organization even if the salesperson does not intend to give
the guarantee.
False - correct answer ✔✔In the context of buyer-seller relationships, if credibility is the concern, then
the salesperson must demonstrate how their company can offer the best deals.
False: In today's virtual buyers' market, traditional selling methods that focused on closing the sale have
been found to be inefficient and often counterproductive to an organization's larger, longer-term
correct answers to pass
allows a high degree of immediate customer feedback - correct answer ✔✔The advantage of personal
selling over most other forms of marketing communications is that personal selling _______.
making sales presentations - correct answer ✔✔In trust-based relationship selling, a salesperson is
required to have all the following skills except _____.
Customer value - correct answer ✔✔_____ may be defined by a customer in terms of whether the
salesperson saves them money or if the salesperson understands their business and industry.
a sales dialogue - correct answer ✔✔When a salesperson meets with a new customer and asks
questions to discover the customer's unique needs and requirements as well as the customer's strategic
priorities, they are engaged in ____.
Adhering to a uniform ethical code - correct answer ✔✔According to a study examining the status of
sales as a true profession, which of the following is an area in which sales needs to improve?
provide useful information to potential customers - correct answer ✔✔Salespeople play a critical role in
the diffusion of innovation in that they _______.
continued affirmation - correct answer ✔✔In one selling approach, the salesperson asks a series of
questions in an attempt to get the customer to answer "yes" time after time. This approach is called
______.
problem-solving selling - correct answer ✔✔In _____, the salesperson goes beyond identifying needs
and develops alternative solutions for satisfying those needs.
long-term ally - correct answer ✔✔In consultative selling, a ______ supports the customer, even when
an immediate sale is not expected.
, Negotiating customer relationships - correct answer ✔✔Which of the following is not one of the three
major phases of the sales process?
Honesty - correct answer ✔✔As salespeople work to gain the trust of prospective customers, they must
understand that trust has many different dimensions. _______ means fairness and straightforwardness
of conduct.
a customer orientation - correct answer ✔✔When a salesperson can demonstrate _____ and answer the
question, "Will you recommend what is best for me?" they are likely to gain the trust of the prospective
customer.
candor - correct answer ✔✔One way to gain customer trust is to be honest when speaking. This is called
____.
a customer orientation - correct answer ✔✔One way to earn customer trust is _____, or placing as much
emphasis on the customer's interests as the salesperson would on their own interests.
competitor knowledge - correct answer ✔✔Having ______ means understanding the strengths and
weaknesses of other businesses in the industry.
negligence - correct answer ✔✔Salespeople may create product liabilities for a company if they make a
false claim about the product they are trying to sell, known as _____.
An express warranty - correct answer ✔✔_______ is a way a salesperson can create product liabilities by
giving a guarantee that obligates the selling organization even if the salesperson does not intend to give
the guarantee.
False - correct answer ✔✔In the context of buyer-seller relationships, if credibility is the concern, then
the salesperson must demonstrate how their company can offer the best deals.
False: In today's virtual buyers' market, traditional selling methods that focused on closing the sale have
been found to be inefficient and often counterproductive to an organization's larger, longer-term
