Professional Selling Exam 2

Question 1

What are three ways that salespeople can add value in a selling situation?

Question 2

Which is the difference between unpaid and paid sales promotion? The difference between personal and impersonal sales promotion?

Question 3

How is selling to an existing customer different from selling to a new customer?

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Question 4

What is the difference between “order taking” and “order getting?”

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Question 5

What is the definition of emotional intelligence?

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Question 6

Why is high emotional intelligence an important quality for a salesperson to have?

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Question 7

Define Kickbacks

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Question 8

Define backdoor selling

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Question 9

Puffery

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Question 10

Misrepresentation

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Question 11

What role do initiators play in the sales process?

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Question 12

What role do influencers play in the sales process?

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Question 13

What role do gatekeepers play in the sales process?

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Question 14

What role do users play in the sales process?

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Question 15

What role do deciders play in the sales process?

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Question 16

What is the communication process that we discussed in class?

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Question 17

What is encoding?

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Question 18

What is decoding?

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Question 19

What is the 80/20 rule regarding listening?

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Question 20

When it comes to appearance, what are three of the five principles that we discussed in class?

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Question 21

What are the 4 categories of social styles?

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Question 22

Driver

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Question 23

Expressive

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Question 24

Amiable

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Question 25

Analytic

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Question 26

What are two things that someone who is highly assertive can adjust to reduce their assertiveness in a sales encounter?

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Question 27

What are two things that someone who is highly responsive can adjust to reduce their responsiveness in a sales encounter?

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Question 28

Define and provide an example of leads and prospects.

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Question 29

What are the 5 questions that must be answered in the affirmative to make a lead a prospect?

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Question 30

What are house accounts and how do they differ from a normal account?

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Question 31

Define and provide an example of using the endless chain method to find leads.

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Question 32

Define and provide an example of using the center of influence method to find leads.

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Question 33

What is cold calling? How is it different from warm calling?

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Question 34

What is a cold call blitz?

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Question 35

What are 3 common reasons for a cold call reluctance? How can you overcome these?

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Question 36

We discussed 6 reasons for planning out a sales call. List and explain 3 of them.

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Question 37

What are 2 ethical dilemmas to be aware of when gathering personal customer info?

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Question 38

What are four demographic details we discussed related to a prospect's organization?

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Question 39

What are the prospect's competitors to you (as a salesperson)?

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Question 40

What is an influential adversary, and what are two ways to overcome them in a sales scenario?

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Question 41

Define analysis paralysis. How can it affect sales preparation/

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Question 42

What does the acronym SMART refer to in setting call objectives?

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Question 43

Define and provide an example of primary objective, minimum objective, and secondary objective.

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Question 44

Define focus of receptivity, focus of dissatisfaction and focus of power. Who is easiest to start with? Hardest? Most important?

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Question 45

What is impression management and how can it help you in your career?

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Question 46

What is 'Lombardi time'? Why is it a good rule to follow as a salesperson?

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Question 47

Define and provide and example of the following opening methods: Referral, Benefit, Product, Complement, Question.

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Question 48

What is rapport?

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Question 49

What are a few topics that can be useful in developing rapport with a potential customer?

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Question 50

What are some topics to stray away from?

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Question 51

List and define the 4 components of the SPIN technique? Provide an example of each.

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Question 52

What is the most important question to ask just prior to proposing a solution.

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Question 53

Define features and benefits as they relate to a product. .

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Question 54

What is feature dumping?

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Question 55

What is a feature without a benefit?

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Question 56

Provide 2 examples of trial closes.

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Question 57

How important are non verbal communication, how you say it and words?

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Question 58

What are 4 key components to planning a presentation?

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Question 59

When is each useful in a presentation: verbal tools, visual tools, testimonials, test results, product demonstrations?

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Question 60

What are 5 important things to consider and/or include in a handout?

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Question 61

How would you structure a presentation for each of the four social styes? What would you include? What would you not include?

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Question 62

Define and provide an example of an objection?

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Question 63

List common objections related to 6 topics.

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Question 64

Using a cost/benefit framework, at which point will a customer be inclined to purchase from you?

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Question 65

What are 2 things to do when faced with an objection? What are two things not to do when facing objections?

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Question 66

What is forestalling and how is it beneficial? Provide an example of forestalling in a sales presentation.

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Question 67

What are 3 things you can do when dealing with a difficult customer?

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Question 68

Define and provide an example of the following responses to objections: DIRECT DENIAL, INDIRECT DENIAL, COMPENSATION METHOD, REFERRAL METHOD, REVISIT METHOD, AND POSTPONE METHOD.

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Question 69

When dealing with price as an objection, what should your first response not be? What is the 2 step approach to establishing value?

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