Vicki West Exam 1 Professional Selling
questions with answers graded A+
Missionary Salespeople - correct answer ✔✔promote products only; do not actually sell the product
EX: Merck, Eli Lilly
What It Takes To Be a Top Salesperson - correct answer ✔✔By David McClelland
-Entrepreneurial Drive
-Sensitivity to the Environment
-Customer Orientation
-Cognitive Flexibility
-Experiential Learning
Entrepreneurial Drive - correct answer ✔✔setting challenging goals for self that exceed those set by
organization for them; use time efficiently and measuring own activities w time
Sensitivity to the Environment - correct answer ✔✔extensive memory for minute details related to
consumers or sales calls in past; focus on details appearance, name, and situational settings
Customer Orientation - correct answer ✔✔asking questions to identify critical customer issues, needs,
desires
EX: rapport building
Cognitive Flexibility - correct answer ✔✔making procedural exceptions for mutual benefit; match a
customer want with an available service
Experiential Learning - correct answer ✔✔experience new responsibilities; learn from own mistakes
, Emotional Intelligence - correct answer ✔✔ability to effectively understand and use one's own emotions
and the emotions of people with whom one interacts
Aspect of EI - correct answer ✔✔-Knowing one's own feelings & emotions as they are experienced
-Controlling one's emotions to avoid acting impulsively
-Recognizing customers' emotions (empathy)
-Using one's emotions to interact effectively with customers
Are Salespeople Born or Made? - correct answer ✔✔some are born, some are made
Ethics - correct answer ✔✔principles governing the behavior of an individual or a group
Checklist for Making Ethical Decisions - correct answer ✔✔-Would most salespeople feel that this
behavior is unusual?
-Am I about to do this because I think I can get away with it?
-Would I be upset if a salesperson did this to me?
-Am I concerned about the possible consequences of this behavior?
-Would I be upset if this behavior or activity were publicized in a newspaper article?
-Would society be worse off if everyone engaged in this behavior or activity?
Sexual Harassment - correct answer ✔✔includes unwelcome sexual advances, requests for sexual favors,
jokes or graffiti, and physical conduct; Quid Pro Quo; Hostile Environment
Keys to Selling Yourself - correct answer ✔✔-Attitude
-Appearance
-Oral Comm. Skills
-Written Comm. Skills
Ball in Court - correct answer ✔✔calm, non accusatory in difficult situations; get them to admit
questions with answers graded A+
Missionary Salespeople - correct answer ✔✔promote products only; do not actually sell the product
EX: Merck, Eli Lilly
What It Takes To Be a Top Salesperson - correct answer ✔✔By David McClelland
-Entrepreneurial Drive
-Sensitivity to the Environment
-Customer Orientation
-Cognitive Flexibility
-Experiential Learning
Entrepreneurial Drive - correct answer ✔✔setting challenging goals for self that exceed those set by
organization for them; use time efficiently and measuring own activities w time
Sensitivity to the Environment - correct answer ✔✔extensive memory for minute details related to
consumers or sales calls in past; focus on details appearance, name, and situational settings
Customer Orientation - correct answer ✔✔asking questions to identify critical customer issues, needs,
desires
EX: rapport building
Cognitive Flexibility - correct answer ✔✔making procedural exceptions for mutual benefit; match a
customer want with an available service
Experiential Learning - correct answer ✔✔experience new responsibilities; learn from own mistakes
, Emotional Intelligence - correct answer ✔✔ability to effectively understand and use one's own emotions
and the emotions of people with whom one interacts
Aspect of EI - correct answer ✔✔-Knowing one's own feelings & emotions as they are experienced
-Controlling one's emotions to avoid acting impulsively
-Recognizing customers' emotions (empathy)
-Using one's emotions to interact effectively with customers
Are Salespeople Born or Made? - correct answer ✔✔some are born, some are made
Ethics - correct answer ✔✔principles governing the behavior of an individual or a group
Checklist for Making Ethical Decisions - correct answer ✔✔-Would most salespeople feel that this
behavior is unusual?
-Am I about to do this because I think I can get away with it?
-Would I be upset if a salesperson did this to me?
-Am I concerned about the possible consequences of this behavior?
-Would I be upset if this behavior or activity were publicized in a newspaper article?
-Would society be worse off if everyone engaged in this behavior or activity?
Sexual Harassment - correct answer ✔✔includes unwelcome sexual advances, requests for sexual favors,
jokes or graffiti, and physical conduct; Quid Pro Quo; Hostile Environment
Keys to Selling Yourself - correct answer ✔✔-Attitude
-Appearance
-Oral Comm. Skills
-Written Comm. Skills
Ball in Court - correct answer ✔✔calm, non accusatory in difficult situations; get them to admit
