Professional Sales Exam 1 UPDATED Actual Exam Questions and CORRECT Answers
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Course
Professional Sales
Institution
Professional Sales
Professional Sales Exam 1 UPDATED
Actual Exam Questions and CORRECT
Answers
Define personal selling and describe its unique characteristics as a marketing
communications tool. - CORRECT ANSWER- Personal selling, in an important part of
marketing relies heavily on interpersonal interactions...
Professional Sales Exam 1 UPDATED
Actual Exam Questions and CORRECT
Answers
Define personal selling and describe its unique characteristics as a marketing
communications tool. - CORRECT ANSWER✔✔- Personal selling, in an important part of
marketing relies heavily on interpersonal interactions between buyers and sellers to initiate,
develop, and enhance customer relationships. The interpersonal communications dimension
sets personal selling apart from other marketing communications such as advertising and
sales promotions. Personal selling is also distinguished from direct makreting and electronic
marketing in that salespeople are talking with buyers before, during, and after the sale. This
allows a high degree of immediate customer feedback, which becomes a strong advantage of
personal sell over most other forms of marketing communications.
Distinguish between transaction-focused traditional selling and trust-based relationship
selling, with the latter focusing on customer value and sales dialogue. - CORRECT
ANSWER✔✔- Trust-base selling focuses more on the customer than does transaction-
focused selling. The salesperson will act as a consultant to the customer in trust-based selling,
whereas transaction-based selling concentrates more on making sales call and on closing
sales. There is far more emphasis on postsales follow-up with relationship selling than with
transaction selling, and salespeople must have a broader range of skills to practice
relationship selling. Rather than pitching products to customers, trust-based selling focuses
on establishing sales dialogue with customers, and sales people not only communicate
customer value but also help create and deliver customer value
Understand sales professionalism as a key driver in the continued evolution of personal
selling. - CORRECT ANSWER✔✔- The business environment is becoming more complex,
competition is intensifying, and buyer expectations are increasing. These factors are creating
more focus on sales professionalism in progressive sales organizations. Sales professionalism
requires truthful, nonmanipulative tactics to satisfy the long-term needs of both the customer
and the selling firm. To improve sale professionalism, salespeople can embrace high ethical
standards, participate in professional organizations, and work from a continually evolving
knowledge base.
Explain the contributions of personal selling to society, business firms, and customers. -
CORRECT ANSWER✔✔- Salespeople contribute to society by acting as stimuli in the
economic process and by assisting in the diffusion of innovation. They contribute to their
employers by producing revenue, performing research and feedback activities, and
comprising a pool of future managers. They contribute to customers by providing timely
knowledge to assist in solving problems.
, Adaptive Selling - CORRECT ANSWER✔✔- The ability of salespeople to alter their sales
messages and behaviors during a sales presentation or as they encounter different sales
situations and different customers
What is trust? - CORRECT ANSWER✔✔- Trust is when an industrial buyer believes that he
or she can rely on what the salesperson says or promises to do in a situation where the buyer
is dependent on the salesperson's honesty and reliability .
Why is trust important? - CORRECT ANSWER✔✔- Relationship selling requires deliberate
and purposeful collaboration between both parties. These joint efforts are directed at creating
unique solutions based on an enhanced knowledge and understanding of the customer's needs
and the supplier's capabilities so that both parties derive mutual benefits.
How to earn trust. - CORRECT ANSWER✔✔- Trust can be earned by demonstrating
expertise, dependability, candor, customer orientation, competence, and compatibility.
Knowledge bases help build trust and relationships. - CORRECT ANSWER✔✔- If a
salesperson can demonstrate expertise in the buyer's industry, company, marketplace,
competitive knowledge, and so on, then the buyer will more likely be willing to listen to the
salesperson if he or she brings valued experience to the buyer.
Sales ethics. - CORRECT ANSWER✔✔- Unethical behavior such as deceptive practices,
illegal activities, noncustomer-oriented behavior.
Categorize primary types of buyers. - CORRECT ANSWER✔✔- Consumer markets and
business markets.
Consumer Markets - CORRECT ANSWER✔✔- A market in which consumers purchase
goods and services for their use or consumption.
Business Markets - CORRECT ANSWER✔✔- A market composed of firms, institutions,
and governments who acquire goods and services to use as inputs into their own
manufacturing process, for use in their day-to-day operations, or for resale to their own
customers.
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