PROFESSIONAL SELLING MAR3400
CHUCK VIOSCA EXAM 1 2025
QUESTIONS AND ANSWERS
Emotional intelligence - ANS 1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - ANS 1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - ANS -not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - ANS -committed to the sales profession
-have the right attitude
how to dress professionally - ANS -simplicity
-appropriateness
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
, -quality
Do's for nonverbals - ANS Do:
-pay close attention to entrance & body carriage
-communicate with confidence
-effective handshake
Factors impacting trust - ANS -buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - ANS -grows slowly
-declines rapidly
-protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - ANS -your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - ANS -lose respect for yourself
Code of ethics - ANS -your company
-professional organizations
Entertaining vs. Socializing - ANS entertaining is investing in a relationship with prospects it
has a business purpose. Socializing is hanging out with friends on the weekends.
2 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
CHUCK VIOSCA EXAM 1 2025
QUESTIONS AND ANSWERS
Emotional intelligence - ANS 1. emotional awareness
2. managing emotions
3. reasoning emotions
Benefits of sales careers - ANS 1. great income
2. regular and immediate feedback
3. psychologically rewarding
4. high visibility
5. growth opportunity
What sales should not be - ANS -not pushy or aggressive
-annoying
-outgoing and charismatic
what sales should be - ANS -committed to the sales profession
-have the right attitude
how to dress professionally - ANS -simplicity
-appropriateness
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
, -quality
Do's for nonverbals - ANS Do:
-pay close attention to entrance & body carriage
-communicate with confidence
-effective handshake
Factors impacting trust - ANS -buyers know you won't take advantage of vulnerabilities
-you do what you say you're going to do
Relationship Trust - ANS -grows slowly
-declines rapidly
-protect it
-can't take advantage
-fulfill obligations
Ethics & Your career - ANS -your reputation isn't a secret
-lose trust of employer and customers
Personal Damage - ANS -lose respect for yourself
Code of ethics - ANS -your company
-professional organizations
Entertaining vs. Socializing - ANS entertaining is investing in a relationship with prospects it
has a business purpose. Socializing is hanging out with friends on the weekends.
2 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
