Marketing 3580 Professional Selling
Exam 1 with 100% complete solutions
Sales Agility - correct answer ✔✔Is an individual who is continuously ready for change. They're dynamic,
quick to see opportunities, understands the importance of agility in changing environments, embraces
change, and growth oriented.
Professional Selling - correct answer ✔✔the interpersonal communication process in which a seller
uncovers and satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of both
parties
Referrals - correct answer ✔✔Names provided by satisfied customers of other people who might buy a
product
Pre-Approach - correct answer ✔✔The search for people and organizations that have a high likelihood of
buying
Sales Process - correct answer ✔✔the set of steps a salesperson goes through in a particular
organization to sell a particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
Conviction & Motivation
Completion & partnering
SP) Preparation - correct answer ✔✔is the first in a series of sequential actions that comprise the
"SCIENCE" of selling. The way you apply these sequential actions is the "ART" of selling. It involves
finding out the 3 W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also broken
down into 2 phases. Pre-approach and Prospecting.
, SP) Attention - correct answer ✔✔how to gain initial interest by making a positive 1st impression and
getting the prospect too focus on your business proposition
SP) examination - correct answer ✔✔how to ask the right questions in a powerful sequence to
determine a specific customer's primary concerns (what they want) and the customer's dominant buying
urge (why they want it).
SP) prescription - correct answer ✔✔how to present a solution that demonstrates your understanding of
the customer situation, problems, needs, and wants which can either forge a new business relationship
or strengthen an existing one.
SP) Conviction & Motivation - correct answer ✔✔how to handle objection effectively answering
prospects concerns and encouraging customers to purchase through the presentation value.
SP) Completion & Partnering - correct answer ✔✔How to finalize the arrangement for the sale of a
product/service that possesses competitive value in a manner that will delight the customer and lead to
a long term business relationship
I^3 Rationale for Sales - correct answer ✔✔Independence, Impact, Income
C.A.N. Target Companies - correct answer ✔✔C- Characteristics
A- Activities
N- Needs
These are companies larger than $1 Billion.
Actively opening new branches
Need a sales training solution
M.A.D. Buyers - correct answer ✔✔M- Money to buy
A- Authority to buy
D - Desire to buy
Exam 1 with 100% complete solutions
Sales Agility - correct answer ✔✔Is an individual who is continuously ready for change. They're dynamic,
quick to see opportunities, understands the importance of agility in changing environments, embraces
change, and growth oriented.
Professional Selling - correct answer ✔✔the interpersonal communication process in which a seller
uncovers and satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of both
parties
Referrals - correct answer ✔✔Names provided by satisfied customers of other people who might buy a
product
Pre-Approach - correct answer ✔✔The search for people and organizations that have a high likelihood of
buying
Sales Process - correct answer ✔✔the set of steps a salesperson goes through in a particular
organization to sell a particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
Conviction & Motivation
Completion & partnering
SP) Preparation - correct answer ✔✔is the first in a series of sequential actions that comprise the
"SCIENCE" of selling. The way you apply these sequential actions is the "ART" of selling. It involves
finding out the 3 W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also broken
down into 2 phases. Pre-approach and Prospecting.
, SP) Attention - correct answer ✔✔how to gain initial interest by making a positive 1st impression and
getting the prospect too focus on your business proposition
SP) examination - correct answer ✔✔how to ask the right questions in a powerful sequence to
determine a specific customer's primary concerns (what they want) and the customer's dominant buying
urge (why they want it).
SP) prescription - correct answer ✔✔how to present a solution that demonstrates your understanding of
the customer situation, problems, needs, and wants which can either forge a new business relationship
or strengthen an existing one.
SP) Conviction & Motivation - correct answer ✔✔how to handle objection effectively answering
prospects concerns and encouraging customers to purchase through the presentation value.
SP) Completion & Partnering - correct answer ✔✔How to finalize the arrangement for the sale of a
product/service that possesses competitive value in a manner that will delight the customer and lead to
a long term business relationship
I^3 Rationale for Sales - correct answer ✔✔Independence, Impact, Income
C.A.N. Target Companies - correct answer ✔✔C- Characteristics
A- Activities
N- Needs
These are companies larger than $1 Billion.
Actively opening new branches
Need a sales training solution
M.A.D. Buyers - correct answer ✔✔M- Money to buy
A- Authority to buy
D - Desire to buy
