Professional Selling Chapter 1 Selling and Salespeople Exam Questions and Answers Graded A+
personal selling - Answers human-driven interaction between and within individuals/organizations. no
sequential steps, involves many people, creates economic exchange and creates value
personal value equation - Answers benefits received- (selling price + time and effort to purchase)
Ways salespeople can add value in a selling situation - Answers provide interface between the buying
and selling companies, identify networks of key players and help activate them to the task of co-creating
value, encourage two-way communication and help to create effective bonds between people, help to
create a climate of co-leadership with seller, encourage both sides to learn and understand each other,
facilitate truly useful meetings and conversations between all parties, help to manage situations that
arise to bring everyone back to a value-adding perspective, be attuned to activies that increase value
adding and help facilitate more of them, help key players understand the perception of value, create
meaning out of situations that arise and conversations that occur, help to provide closure on solutions
that provide value to all parties, and help to foster trust and committment
industrail relations executives - Answers use selling approaches when negotiating with unions
aspiring management trainees - Answers sell themselves to superiors to get raises and promotions
leaders - Answers skilled at selling value, influencing others, and developing long-term relationships
go-to-market strategies - Answers approaches used to add customer while adding value
customer lifetime value - Answers estimated value of the customer over the lifetime of the relationship
sales force-intensive organizations - Answers organizations whose that rely heavily on salespeople
multi channel strategy - Answers using several strategies at the same time
integrated marketing communications - Answers communication programs that coordinate the use of
various vehicles
customercentric - Answers making the customer the center of everything the salesperson does
six sigma selling programs - Answers designed to reduce error introduced by the selling system to
practically zero
24/7 service - Answers selling firm to be available for 24 hours a day, 7 days a week
team selling better as selling alone leads to: - Answers poor performance, lower job satisfaction, and
higher turnover intentions
account team manager - Answers salespeople who coordinate activities within firms to solve customer
problems
personal selling - Answers human-driven interaction between and within individuals/organizations. no
sequential steps, involves many people, creates economic exchange and creates value
personal value equation - Answers benefits received- (selling price + time and effort to purchase)
Ways salespeople can add value in a selling situation - Answers provide interface between the buying
and selling companies, identify networks of key players and help activate them to the task of co-creating
value, encourage two-way communication and help to create effective bonds between people, help to
create a climate of co-leadership with seller, encourage both sides to learn and understand each other,
facilitate truly useful meetings and conversations between all parties, help to manage situations that
arise to bring everyone back to a value-adding perspective, be attuned to activies that increase value
adding and help facilitate more of them, help key players understand the perception of value, create
meaning out of situations that arise and conversations that occur, help to provide closure on solutions
that provide value to all parties, and help to foster trust and committment
industrail relations executives - Answers use selling approaches when negotiating with unions
aspiring management trainees - Answers sell themselves to superiors to get raises and promotions
leaders - Answers skilled at selling value, influencing others, and developing long-term relationships
go-to-market strategies - Answers approaches used to add customer while adding value
customer lifetime value - Answers estimated value of the customer over the lifetime of the relationship
sales force-intensive organizations - Answers organizations whose that rely heavily on salespeople
multi channel strategy - Answers using several strategies at the same time
integrated marketing communications - Answers communication programs that coordinate the use of
various vehicles
customercentric - Answers making the customer the center of everything the salesperson does
six sigma selling programs - Answers designed to reduce error introduced by the selling system to
practically zero
24/7 service - Answers selling firm to be available for 24 hours a day, 7 days a week
team selling better as selling alone leads to: - Answers poor performance, lower job satisfaction, and
higher turnover intentions
account team manager - Answers salespeople who coordinate activities within firms to solve customer
problems
