Professional Selling Exam 1 questions
and answers graded A+
b)Salespeople should focus on what customers are hiring the product to do. - correct answer ✔✔Clayton
Christensen explained that sellers should focus on the "job to be done." What does the "job to be done"
mean for a salesperson?
a)Salespeople should focus on the customer's personality and demographics.
b)Salespeople should focus on what customers are hiring the product to do.
c)Salespeople should focus on the capabilities of the product itself.
d)Salespeople should focus on selling to customers who are looking to hire people for jobs.
a) True - correct answer ✔✔Generally speaking, introverted people can be good professional sellers.
a) True
b) False
a)Business Development Rep - correct answer ✔✔Jones, Inc. is a software company that buys leads from
a lead generation company and then gives the leads to a salesperson to call. These leads have never
spoken with anyone from Jones, Inc. Which position in the company is most likely to call the lead?
a)Business Development Rep
b)Account Manager
c)Client Success Manager
d)Business Manager
d)Client Success Manager - correct answer ✔✔Which of the following positions is less likely to get paid a
commission and has an emphasis on helping clients reach goals that are directly tied to the product they
purchased?
a)Business Development Rep
b)Sales Development Rep
c)Sales Executive
d)Client Success Manager
,a)A grocery store that sells directly to individual consumers. - correct answer ✔✔Which of the following
companies is least likely to employ salespeople for their go-to-market strategy?
a)A grocery store that sells directly to individual consumers.
b)A cereal manufacturer that sells directly to grocery stores.
c)A computer company that sells radically new computer hardware directly to customers.
d)An RV dealership that sells expensive RVs to consumers.
d)Amazon's Web Designer - correct answer ✔✔Which of the following jobs is least likely to be
considered a frontline worker?
a)Grocery store bagger
b)A professional salesperson
c)A Wendy's restaurant cashier
d)Amazon's Web Designer
a)Trust - correct answer ✔✔Customers often encounter imperfect information, where they know little
about a product they have never used before, and these unknowns can make customers hesitant. In
these situations, a salesperson is important because this imperfect information can be substituted with:
a)Trust
b)Believable sales pitch
c)Solving customer needs
d)Marketing
d)Negotiator for the company - correct answer ✔✔Which of the following is not one of the four strategic
roles of a professional seller in an organization?
a)Relationship arm of the company
b)Champion of the customer
c)Execute firm marketplace strategy
d)Negotiator for the company
, b)Consumer - correct answer ✔✔Which of the following is the term used for an individual who uses the
end product?
a)Customer
b)Consumer
c)Client
d)Buyer
a)Inbound, Outbound - correct answer ✔✔Fill in the blank: ______sales means selling to potential
customers who initiated contact with the company by contacting the company directly. _______sales
means selling to potential customers who were initially contacted by the salesperson, as opposed to
contacting the company themselves.
a)Inbound, Outbound
b)Outbound, Inbound
c)Setbound, Outbound
d)Inbound, Setbound
a)Negative thinking, repetitiveness, and complacency. - correct answer ✔✔There are three main hurdles
that salespeople must overcome to maintain the mentality of a successful seller. These three main
obstacles are:
a)Negative thinking, repetitiveness, and complacency.
b)Negative thinking, attitude, and complacency.
c)Negative thinking, attitude, and competition.
d)Positive thinking, repetitiveness, and competition.
h)I and IV - correct answer ✔✔Which of the following options best describes a growth mindset?
a)I. Being open to feedback.
b)II. Believing that skills are unchanging.
c)III. Avoiding obstacles.
d)IV. Believing that skills can be learned.
e)I and II
f)II and III
and answers graded A+
b)Salespeople should focus on what customers are hiring the product to do. - correct answer ✔✔Clayton
Christensen explained that sellers should focus on the "job to be done." What does the "job to be done"
mean for a salesperson?
a)Salespeople should focus on the customer's personality and demographics.
b)Salespeople should focus on what customers are hiring the product to do.
c)Salespeople should focus on the capabilities of the product itself.
d)Salespeople should focus on selling to customers who are looking to hire people for jobs.
a) True - correct answer ✔✔Generally speaking, introverted people can be good professional sellers.
a) True
b) False
a)Business Development Rep - correct answer ✔✔Jones, Inc. is a software company that buys leads from
a lead generation company and then gives the leads to a salesperson to call. These leads have never
spoken with anyone from Jones, Inc. Which position in the company is most likely to call the lead?
a)Business Development Rep
b)Account Manager
c)Client Success Manager
d)Business Manager
d)Client Success Manager - correct answer ✔✔Which of the following positions is less likely to get paid a
commission and has an emphasis on helping clients reach goals that are directly tied to the product they
purchased?
a)Business Development Rep
b)Sales Development Rep
c)Sales Executive
d)Client Success Manager
,a)A grocery store that sells directly to individual consumers. - correct answer ✔✔Which of the following
companies is least likely to employ salespeople for their go-to-market strategy?
a)A grocery store that sells directly to individual consumers.
b)A cereal manufacturer that sells directly to grocery stores.
c)A computer company that sells radically new computer hardware directly to customers.
d)An RV dealership that sells expensive RVs to consumers.
d)Amazon's Web Designer - correct answer ✔✔Which of the following jobs is least likely to be
considered a frontline worker?
a)Grocery store bagger
b)A professional salesperson
c)A Wendy's restaurant cashier
d)Amazon's Web Designer
a)Trust - correct answer ✔✔Customers often encounter imperfect information, where they know little
about a product they have never used before, and these unknowns can make customers hesitant. In
these situations, a salesperson is important because this imperfect information can be substituted with:
a)Trust
b)Believable sales pitch
c)Solving customer needs
d)Marketing
d)Negotiator for the company - correct answer ✔✔Which of the following is not one of the four strategic
roles of a professional seller in an organization?
a)Relationship arm of the company
b)Champion of the customer
c)Execute firm marketplace strategy
d)Negotiator for the company
, b)Consumer - correct answer ✔✔Which of the following is the term used for an individual who uses the
end product?
a)Customer
b)Consumer
c)Client
d)Buyer
a)Inbound, Outbound - correct answer ✔✔Fill in the blank: ______sales means selling to potential
customers who initiated contact with the company by contacting the company directly. _______sales
means selling to potential customers who were initially contacted by the salesperson, as opposed to
contacting the company themselves.
a)Inbound, Outbound
b)Outbound, Inbound
c)Setbound, Outbound
d)Inbound, Setbound
a)Negative thinking, repetitiveness, and complacency. - correct answer ✔✔There are three main hurdles
that salespeople must overcome to maintain the mentality of a successful seller. These three main
obstacles are:
a)Negative thinking, repetitiveness, and complacency.
b)Negative thinking, attitude, and complacency.
c)Negative thinking, attitude, and competition.
d)Positive thinking, repetitiveness, and competition.
h)I and IV - correct answer ✔✔Which of the following options best describes a growth mindset?
a)I. Being open to feedback.
b)II. Believing that skills are unchanging.
c)III. Avoiding obstacles.
d)IV. Believing that skills can be learned.
e)I and II
f)II and III
