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SALES PRINCIPLES
Chapter 1: The Life, Times, and Career of the Salesperson Assignment
| Question | Answer |
|---|---|
| The sales process typically begins with determining the prospect or the customer. Arrange the steps that follows this step of the sales process in the order of occurrence. (Place the first step at the top.) | 1. Planning and determining the approach 2. Making the sales presentation 3. closing the sales presentation 4. following up with the customer and servicing them |
| Which of the following are the deadly sins of business selling? (Check all that apply.) | 1.Lack of dependability 2.Unprofessional conduct 3. Lack of product knowledge 4. Time wasting |
| True or false: Often the need to gather and organize information shortens the duration of the sales process. | False |
| A salesperson's sequential series of actions that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction is known as the ___. | Blank 1: sales Blank 2: process |
| Match the deadly sins of business selling Time wasting | Making unannounced sales visits |
| Match the deadly sins of business selling Poor planning | Making a sales call without doing necessary homework |
| Match the deadly sins of business selling Pushiness | Following practices such as backdoor selling and prying to find out a competitor's prices |
| Match the deadly sins of business selling Lack of dependability | Failing to stand behind the product, clearly communicate, and honor promises |
| Match the deadly sins of business selling Unprofessional conduct | Showing behaviors such as knocking competitors and drinking excessively at a business lunch |
| Match the deadly sins of business selling Unlimited optimism | Promising anything to get a purchase order |
| Which of the following are goals of using technology in the sales process? (Check all that apply.) | 1. To help salespeople increase the pace with which they can spot and qualify leads 2. To help salespeople report new sales to their firm |
| In business, a traditional definition of _____ refers to the individualized communication of information to persuade a prospective customer to buy something—a good, service, idea, or something else—that satisfies that individual's needs. | personal selling |
| In the context of professional selling, which of the following is indicated by Gallup's survey poll of Americans? | People believe that traditional salespeople prioritize their self-interest. |
| The channel structure used to transfer products from an organization to its customers is referred as ___. | Distribution |
| The value or worth of a product that attracts the buyer to exchange money or something of value for the product is known as ___. | Price |
| True or false: Often the need to gather and organize information shortens the duration of the sales process. | False |
| As per the definition adapted by (ASTD), the holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value is called _____. | American Society of Training and Development (ASTD) Professional selling |
| In the context of business, which of the following are true of the traditional definition of personal selling? (Check all that apply.) | 1. It involves an individual helping another individual, such as a salesperson working with prospects to examine their needs. 2. It involves sales-related communications between a seller and a buyer. |
| True or false: The term "product" refers to only goods and not services. | False |
| True or false: According to research, only 7 percent of all marketing majors choose sales as their first job. | False |
| Who among the following salespeople most likely follows the Core Principles of Professional Selling? | Omar who considers customer service the most important aspect of selling |
| Which of the following departments of an organization primarily determines a product's initial price? | The corporate marketing department |
| What are the Core Principles of Professional Selling? (Check all that apply.) | 1. To professionally represent the selling firm 2. To unselfishly serve the buyer or buying firm |
| In business, a traditional definition of _____ refers to the individualized communication of information to persuade a prospective customer to buy something—a good, service, idea, or something else—that satisfies that individual's needs. | personal selling |
| Select all that apply In the context of sales as a profession, which of the following are findings of various research and studies? | 1. Workers across various occupations suggest that 41 percent of their time is spent on sales-like activities. 2. Sales is the first occupation chosen by as many as 60 percent of all business majors. |
| Identify the major components of a sales cycle, which is the customer relationship process used by salespeople to build long-term relationships. (Check all that apply.) | 1. Obtaining commitment for purchase from customers 2. Examining customer needs 3. Providing customers with excellent service 4. Offering product benefits to customers |
| Zachary is a senior salesperson for an automobile manufacturer. Identify the guidelines that he should follow to be considered a professional and respected by his customers and competitors. (Check all that apply.) | 1. He should avoid disposing of his conscience when working. 2. He should never forget a customer after closing the sale. 3. He should actively participate in community affairs and help improve his community. |
| Patricia Aburdene's Megatrends 2010: The Rise of Conscious Capitalism outlines new forces that will shape salespeople's jobs. According to this book, today's greatest megatrend is _____. | spirituality |
| In the context of a sales cycle, the _____ is at the center of the sales solar system. | customer |
| Priya is a key account salesperson for a machinery manufacturer. Identify the guidelines that she should follow to be considered a professional and respected by her customers and competitors. (Check all that apply.) | 1. Refrain from taking advantage of a customer by using unfair, high-pressure techniques. 2. Have an intimate knowledge of her company, its products, and her industry. 3. Ensure that customer information is kept confidential. |
| What should be the main goal of business? | To change the marketplace and workplace into an environment where all are treated as they would like to be treated |
| The activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large are referred to as _____. | marketing |
Created by:
SBright
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