Professional Selling Exam 1 questions with complete
solutions A+ rated
1. The
sales reps
majority of
people who
make over 6
fig- ure
income are
-ability to handle high stress and pressure to meet quota
2. negative -must stay motivated to succeed
aspects to a -can be lonely as you are often making calls by yourself
career in -should be comfortable with hearing no over and over again
sales
3. personal selling Interpersonal communication process in which a seller uncovers and
satisfies the needs of a buyer to the mutual, long-term benefit of both
parties.
-human driven
-creates economic exchange
-involves profits for both parties
4. Steps are not sequential, not all
, and
steps
are required
for all buying
situations multiple people and organization
5. professional
sell- ing can
often in- volve
6. selling can occur in a live meeting, by phone, or by web interaction
7. Selling is all creating
about
, Professional Selling Exam 1 questions with complete
solutions A+ rated
value
8. value The total benefit that the seller's products and services provide to the
buyer.
, Professional Selling Exam 1 questions with complete
solutions A+ rated
9. Personal the ditterence between benefits received and the sum of the selling price
value and the time and ettort to purchase.
equation
equals The way in which a salesperson's product or service will meet the
prospect's needs and how that is ditterent from the otterings of
10. customer
competitors, especially the next-best alternative.
value
proposition Customer who uses multiple channels or sources for gathering informatio
11. omnichann -Provide an interface between the buying and selling companies.
el buyers
12. Ways
salespeo-
ple can add value -Identify networks of key players in both the buying and the selling
companies
in a selling and help activate them to the task of co-creating value.
situa- tion -Encourage two-way communication and help create ettective bonds
between people.
-Help create a climate of co-leadership in the meetings rather than
having the seller always take the leadership role.
-Encourage both sides to learn from and understand each other.
13. More -Facilitate useful meetings and conversations between all parties.
examples
of ways salespeo- -Help manage situations that arise to bring everyone back to a value-
adding
ple can add value perspective.
in a selling
situa- tion 14. Principles of sell- ing are useful to
, Professional Selling Exam 1 questions with complete
solutions A+ rated
-Help foster conditions of trust more of them.
and commitment between -Help key players understand their own perception of value.
parties. -Create meaning out of situations that arise and conversations that occur.
-Be attuned to activities -Help provide closure on solutions that provide value to all parties.
that increase value
adding and help facilitate Everyone
solutions A+ rated
1. The
sales reps
majority of
people who
make over 6
fig- ure
income are
-ability to handle high stress and pressure to meet quota
2. negative -must stay motivated to succeed
aspects to a -can be lonely as you are often making calls by yourself
career in -should be comfortable with hearing no over and over again
sales
3. personal selling Interpersonal communication process in which a seller uncovers and
satisfies the needs of a buyer to the mutual, long-term benefit of both
parties.
-human driven
-creates economic exchange
-involves profits for both parties
4. Steps are not sequential, not all
, and
steps
are required
for all buying
situations multiple people and organization
5. professional
sell- ing can
often in- volve
6. selling can occur in a live meeting, by phone, or by web interaction
7. Selling is all creating
about
, Professional Selling Exam 1 questions with complete
solutions A+ rated
value
8. value The total benefit that the seller's products and services provide to the
buyer.
, Professional Selling Exam 1 questions with complete
solutions A+ rated
9. Personal the ditterence between benefits received and the sum of the selling price
value and the time and ettort to purchase.
equation
equals The way in which a salesperson's product or service will meet the
prospect's needs and how that is ditterent from the otterings of
10. customer
competitors, especially the next-best alternative.
value
proposition Customer who uses multiple channels or sources for gathering informatio
11. omnichann -Provide an interface between the buying and selling companies.
el buyers
12. Ways
salespeo-
ple can add value -Identify networks of key players in both the buying and the selling
companies
in a selling and help activate them to the task of co-creating value.
situa- tion -Encourage two-way communication and help create ettective bonds
between people.
-Help create a climate of co-leadership in the meetings rather than
having the seller always take the leadership role.
-Encourage both sides to learn from and understand each other.
13. More -Facilitate useful meetings and conversations between all parties.
examples
of ways salespeo- -Help manage situations that arise to bring everyone back to a value-
adding
ple can add value perspective.
in a selling
situa- tion 14. Principles of sell- ing are useful to
, Professional Selling Exam 1 questions with complete
solutions A+ rated
-Help foster conditions of trust more of them.
and commitment between -Help key players understand their own perception of value.
parties. -Create meaning out of situations that arise and conversations that occur.
-Be attuned to activities -Help provide closure on solutions that provide value to all parties.
that increase value
adding and help facilitate Everyone
