Group 2

Question 1

Is a critical component of marketing that focuses on interpersonal communication between buyers and sellers. It aims to initiate, develop, and enhance customer relationships.

Answer 1

Personal Selling

Question 2

Involves creating, communicating, delivering, and exchanging offerings that provide value to customers, clients, partners, and society.

Answer 2

Marketing

Question 3

It leads to increased loyalty and long-term business success.

Answer 3

Building Relationships

Question 4

It help us provide tailored solutions, improving customer satisfaction.

Answer 4

Understanding Customer Needs

Question 5

Salespeople can quickly adapt their strategies based on customer feedback and reactions, making the sales process more effective.

Answer 5

Adaptability

Question 6

Essential for providing detailed explanations, demonstrations, and handling negotiations.

Answer 6

Personal Selling

Question 7

Salespeople address concerns and answer questions in real-time.

Answer 7

Immediate Feedback

Question 8

Personal selling is key to acquiring new customers and expanding relationships with existing ones, driving revenue growth.

Answer 8

Increasing Market and Customer Share

Question 9

It complements other marketing activities, such as advertising and promotions, by reinforcing messaging through direct engagement.

Answer 9

Support for Other Marketing Efforts

Question 10

This is when salespeople perform multiple functions, such as acquiring new customers, maintaining existing accounts, and providing sales support.

Answer 10

Combination Roles

Question 11

Salespeople work as part of a team, combining different roles and expertise to enhance the overall sales effort.

Answer 11

Team Selling

Question 12

What are the 4 key role of salespeople? (FCCC)

Answer 12

Financial Contributor
Change Agent
Communication Agent
Customer Value Agent

Question 13

Refers to the deep understanding of customer needs and market trends.

Answer 13

Market Knowledge

Question 14

The effective collaboration with internal teams to serve customers

Answer 14

Coordination

Question 15

Maximizing value in every customer interaction.

Answer 15

Efficiency

Question 16

Building reliable and honest relationships.

Answer 16

Trustworthiness

Question 17

Facilitate quick customer decision-making and adoption of new products.

Promote innovation, improving quality of life and business operations.

Influence economic cycles positively by boosting market activity.

Answer 17

Change Agent

Question 18

• Drive revenue by meeting sales quotas and financial targets
• Enhance profitability through efficient sales practices and productivity improvements.

Answer 18

Financial Contributor

Question 19

• Act as the link between customers and the company.
• Provide valuable market insights and gather competitive intelligence.
• Ensure accurate, timely reporting to inform company strategy.

Answer 19

Communication Agent

Question 20

Create and enhance customer value through knowledge and service.

Answer 20

Customer Value Agent

Question 21

• Emphasizes long-term relationships rather than immediate sales.
• Involves locating prospects, making appointments, preparing presentations, completing sales, and post-sale follow-ups.

Answer 21

Trust-Based Relationship Selling

Question 22

It aims for quick sales with a one-size-fits-all pitch, minimal customer feedback, and no emphasis on long-term relationships.

Answer 22

Transactional Selling

Question 23

Builds trust through understanding customer needs, two-way communication, and adding value over time.

Answer 23

Trust-Based Selling

Question 24

What are the 5 process in Trust Based Relationships Selling? (SSIDE)

Answer 24

Selling Foundation
Selling Strategy Based on Customer Needs and Value
Initiating Customer Relationships
Developing Customer Relationships
Enhancing Customer Relationships

Question 25

What are the five key attributes for trust-building?

Answer 25

Customer Orientation Competence/Expertise Candor/Honesty Compatibility Dependability

Question 26

Consistently fulfill promises and commitments.

Answer 26

Dependability

Question 27

Always be truthful and transparent with customers.

Answer 27

Candor/Honesty

Question 28

Be seen as a professional and easy to work with.

Answer 28

Compatibility

Question 29

Be knowledgeable and skilled in your offerings.

Answer 29

Competence/Expertise

Question 30

Uses a fixed, scripted approach for all customers; not flexible or customer-focused.

Answer 30

Stimulus Response Selling

Question 31

Leads customers through stages (Attention, Interest, Desire, Action); assumes all buyers think alike.

Answer 31

Mental States Selling (AIDA)

Question 32

Identifies and addresses specific customer needs; customer-focused and reduces resistance.

Answer 32

Need Satisfaction Selling

Question 33

To know motivations, purchasing processes, and customer types.

Answer 33

Customer Understanding

Question 34

Master product details and benefits. Stay updated on competitors and market trends.

Answer 34

Product and Market Knowledge

Question 35

What are the 4 essential sales skills? (LQSS)

Answer 35

Listening Questioning Sales Presentation Sales Dialogue

Question 36

Critical for understanding buyer’s viewpoint and needs.

Answer 36

Listening

Question 37

Use methodologies like SPIN and ADAPT to guide the conversation.

Answer 37

Questioning

Question 38

Explain features, use aids, and demonstrate products.

Answer 38

Sales Presentation

Question 39

Engage in purposeful conversations to build and enhance relationships.

Answer 39

Dialogue

Question 40

What does ADAPT stands for?

Answer 40

Assess, Discover, Activate, Project, Transition

Question 41

What are the 5 personal selling approaches? (SMNPC)

Answer 41

Stimulus Response Selling Mental State Selling (AIDA) Need Satisfaction Selling Problem Solving Selling Consultative Selling

Question 42

Emphasis on ethics and cost control in sales practices. Balance revenue generation with efficient resource use.

Answer 42

Accountability