Selling Today Test Questions Fully Solved Latest Version 2025
AMM 5006 - Selling Today - Answers
Chapter 1 & 2 - Answers
Personal Selling - Answers When a company representative interacts directly with a
customer or prospective customer to present information about a product or service.
Discovering Needs - Answers Aa step in the relationship selling cycle that you and your client discover
together whether the client needs or wants something that you can provide
Personal Selling Philosophy - Answers Three prescriptions:
1) adopt the marketing concept
2) value personal selling
3) assume the role of problem-solver or partner in helping the customer make informed and intelligent
buying decisions.
Value-added Selling - Answers A series of creative improvements within the sales process that enhance
the customer experience
Phychic Income - Answers Factors that provide psychological rewards, helps satisfy these important
needs and motivates persons to achieve higher levels of performance
Inside Salespeople - Answers Those who perform selling activities at the employer's location, Typically
using the Phone and Email.
Telemarketing - Answers The use of the telephone to sell directly to consumers
Outside Salesperson - Answers A salesperson, employed by a wholesaler, who must have knowledge of
many products and be able to serve as a consultant to the customer on product or service applications.
Outside salesperson travels to meet prospects and customers
in their place of business or residence.
Distribution Channel / Sale Channel - Answers Set of people and organizations responsible for the flow
of products and services from the producer to the ultimate user.
, Manufacturer -> Wholesaler -> Variety Stores -> Customer
Trade Selling - Answers The sale of a product or service to another member of the supply chain.
Missionary/Detail Sale-person - Answers Serve to develop goodwill, provide information, and stimulate
demand for the manufacturer's
products.
A missionary salesperson does not sell the product.
"Marketer"
Direct Selling - Answers Direct salespeople are independent contractors who represent
manufacturers, selling products or services directly to consumers, usually face-to-face
but also via the telephone or Internet.
Who needs Personal Selling SKills? - Answers - Sales People
- Managerial Personnel
- Professionals
- Entrepreneurs
- Marketing Personnel
- Customer Service Representatives
- Everyone looking for a job!
Customer Service Representative (CSR) - Answers The term customer service representative (CSR) is
used to describe knowledge workers who process reservations, accept orders by phone or
other means, deliver products, handle customer complaints, provide technical assistance,
and assist full-time sales representatives.
Marketing Concept - Answers Achieving organizational
goals depends on knowing the needs and wants of target markets and delivering the
desired products better than competitors do.
Marketing Mix - Answers Product, price, place, and promotion—the controllable set of activities that a
firm uses to respond to the wants of its target markets.
AMM 5006 - Selling Today - Answers
Chapter 1 & 2 - Answers
Personal Selling - Answers When a company representative interacts directly with a
customer or prospective customer to present information about a product or service.
Discovering Needs - Answers Aa step in the relationship selling cycle that you and your client discover
together whether the client needs or wants something that you can provide
Personal Selling Philosophy - Answers Three prescriptions:
1) adopt the marketing concept
2) value personal selling
3) assume the role of problem-solver or partner in helping the customer make informed and intelligent
buying decisions.
Value-added Selling - Answers A series of creative improvements within the sales process that enhance
the customer experience
Phychic Income - Answers Factors that provide psychological rewards, helps satisfy these important
needs and motivates persons to achieve higher levels of performance
Inside Salespeople - Answers Those who perform selling activities at the employer's location, Typically
using the Phone and Email.
Telemarketing - Answers The use of the telephone to sell directly to consumers
Outside Salesperson - Answers A salesperson, employed by a wholesaler, who must have knowledge of
many products and be able to serve as a consultant to the customer on product or service applications.
Outside salesperson travels to meet prospects and customers
in their place of business or residence.
Distribution Channel / Sale Channel - Answers Set of people and organizations responsible for the flow
of products and services from the producer to the ultimate user.
, Manufacturer -> Wholesaler -> Variety Stores -> Customer
Trade Selling - Answers The sale of a product or service to another member of the supply chain.
Missionary/Detail Sale-person - Answers Serve to develop goodwill, provide information, and stimulate
demand for the manufacturer's
products.
A missionary salesperson does not sell the product.
"Marketer"
Direct Selling - Answers Direct salespeople are independent contractors who represent
manufacturers, selling products or services directly to consumers, usually face-to-face
but also via the telephone or Internet.
Who needs Personal Selling SKills? - Answers - Sales People
- Managerial Personnel
- Professionals
- Entrepreneurs
- Marketing Personnel
- Customer Service Representatives
- Everyone looking for a job!
Customer Service Representative (CSR) - Answers The term customer service representative (CSR) is
used to describe knowledge workers who process reservations, accept orders by phone or
other means, deliver products, handle customer complaints, provide technical assistance,
and assist full-time sales representatives.
Marketing Concept - Answers Achieving organizational
goals depends on knowing the needs and wants of target markets and delivering the
desired products better than competitors do.
Marketing Mix - Answers Product, price, place, and promotion—the controllable set of activities that a
firm uses to respond to the wants of its target markets.
