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MAR 3400 Professional Selling Exam 1 Questions with correct answers
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MAR 3400 Professional Selling Exam 1 Questions with correct answers
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MAR 3400 Professional Selling Exam 1 Questions withcorrect answers
Important characteristics of Sales Person Correct Answer-1. Emotional
Intelligence - emotional awareness, managing emotions, reasoning with
emotions
2. Intelligence - idea of selling smarter
3. Curiosity - sales person must be curious of customer
Guidelines to Sales (Article: The more things change, the more they
remain the same) Correct Answer-1. ABI = Always be improving
2. Develop yourself professionally
3. Never stop learning
Qualities of Projecting a Professional Image Correct Answer-1.
Simplicity - not a lot of flash
2. Appropriateness - consider client
3. Quality - image is an investment
Nonverbal Messages Correct Answer-1. Tone/Volume
2. Posture/Gestures
3. Eye Contact
4. Good strong handshake
, Factors Impacting Trust Correct Answer-Buyers know you won't take
advantage of vulnerabilities - meaning you do what you are going to do
*Client's interest first
Growth of Trust Correct Answer-Trust grows slowly but declines fast
Human Side of selling Correct Answer-A service focused perspective
when approaching a client
Two Considerations when you breach ethics Correct Answer-1. Damage
to career
2. Damage to personal image
#1 tip for ethics Correct Answer-Develop your own code of ethics so
you know how to respond in any situation
Purpose for entertaining clients Correct Answer-To strengthen the
relationship between clients and sales person
Best Practices for entertainment Correct Answer-1. Set limits: Time and
Budget
2. Establish Expectations with prospect
3. Communicate with management
4. Talk to waiter, bartender beforehand
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