Professional Selling Exam 1 correctly
answered to pass
characteristics - correct answer ✔✔Professional selling can be learned and applied by people whose
personal __________________ are quite different.
Exchange Activities - correct answer ✔✔All Organizations Perform________________________
exchanges - correct answer ✔✔"Nothing happens in the economy until someone ___________
something to someone else"
solutions
Exchange Process - correct answer ✔✔The Principle is not to sell but to deliver __________ to
customers' problems
Perceive this as an ______________.
communication
needs
wants - correct answer ✔✔Professional selling is a _________________ process between two
businesses in which a representative of sales organization uncovers and satisfies the _________ and
__________ of buyer organization to the mutual, long-term benefit of both parties.
Insurance salespeople
advertising
used car sales - correct answer ✔✔What are the three lowest rated jobs on perceived ethics and
honesty?
46% - correct answer ✔✔After graduation, how many of you would take a sales job?
,Used car salespeople - correct answer ✔✔Out of those three lowest rated jobs, which is the lowest?
35% - correct answer ✔✔Out of college students, what percent have a positive attitude about sales?
11% - correct answer ✔✔What percent of the population has a positive attitude about salespeople?
finance - correct answer ✔✔Almost 50% of ___________ majors start in some type of sales career, and a
growing number of other business majors are moving towards beginning their careers in sales.
70% - correct answer ✔✔"Over _____ of new marketing graduates start their careers in sales."
Intrinsic Rewards - correct answer ✔✔Job satisfaction
Ability to help people
Independence and autonomy
The ability to think out of the box
Extrinsic rewards - correct answer ✔✔payoff a person receives from others for performing a particular
task
creative
buying
after - correct answer ✔✔customer value
Identify ___________ solutions to customer problems
Ease the customer ________ process
follow-up ______ the sale is made
, recession-proof
$55,000
$65,000
skill sets - correct answer ✔✔The most _______________ jobs in the USA
"Sales and business development reps top the list."
Salary range - _____________ to ___________ a year.
"[Companies] are not looking for specific business degrees, they are looking for _________."
women - correct answer ✔✔More __________ are
turning to sales
as a career
diverse - correct answer ✔✔Companies recognize
a need for a more
________ sales force
product
customer - correct answer ✔✔Professional Selling as an Extension of the Marketing Concept
Move from a __________ orientation (peddling)
to a ____________ orientation (partnering)
B D E H - correct answer ✔✔Information Economy
A. Advances occur in transportation and manufacturing
B. Advances occur in information technology
C. Strategic resources are capital and natural resources
D. Strategic resource is information
E. Business is defined by customer relations
answered to pass
characteristics - correct answer ✔✔Professional selling can be learned and applied by people whose
personal __________________ are quite different.
Exchange Activities - correct answer ✔✔All Organizations Perform________________________
exchanges - correct answer ✔✔"Nothing happens in the economy until someone ___________
something to someone else"
solutions
Exchange Process - correct answer ✔✔The Principle is not to sell but to deliver __________ to
customers' problems
Perceive this as an ______________.
communication
needs
wants - correct answer ✔✔Professional selling is a _________________ process between two
businesses in which a representative of sales organization uncovers and satisfies the _________ and
__________ of buyer organization to the mutual, long-term benefit of both parties.
Insurance salespeople
advertising
used car sales - correct answer ✔✔What are the three lowest rated jobs on perceived ethics and
honesty?
46% - correct answer ✔✔After graduation, how many of you would take a sales job?
,Used car salespeople - correct answer ✔✔Out of those three lowest rated jobs, which is the lowest?
35% - correct answer ✔✔Out of college students, what percent have a positive attitude about sales?
11% - correct answer ✔✔What percent of the population has a positive attitude about salespeople?
finance - correct answer ✔✔Almost 50% of ___________ majors start in some type of sales career, and a
growing number of other business majors are moving towards beginning their careers in sales.
70% - correct answer ✔✔"Over _____ of new marketing graduates start their careers in sales."
Intrinsic Rewards - correct answer ✔✔Job satisfaction
Ability to help people
Independence and autonomy
The ability to think out of the box
Extrinsic rewards - correct answer ✔✔payoff a person receives from others for performing a particular
task
creative
buying
after - correct answer ✔✔customer value
Identify ___________ solutions to customer problems
Ease the customer ________ process
follow-up ______ the sale is made
, recession-proof
$55,000
$65,000
skill sets - correct answer ✔✔The most _______________ jobs in the USA
"Sales and business development reps top the list."
Salary range - _____________ to ___________ a year.
"[Companies] are not looking for specific business degrees, they are looking for _________."
women - correct answer ✔✔More __________ are
turning to sales
as a career
diverse - correct answer ✔✔Companies recognize
a need for a more
________ sales force
product
customer - correct answer ✔✔Professional Selling as an Extension of the Marketing Concept
Move from a __________ orientation (peddling)
to a ____________ orientation (partnering)
B D E H - correct answer ✔✔Information Economy
A. Advances occur in transportation and manufacturing
B. Advances occur in information technology
C. Strategic resources are capital and natural resources
D. Strategic resource is information
E. Business is defined by customer relations
