Professional Selling Exam Preparation Guide
Course Introduction
Professional Selling explores the principles, techniques, and strategies essential for successful personal selling in today's dynamic marketplace. The course covers the entire sales process, from prospecting and needs analysis to presentation, negotiation, closing, and relationship management. Students will develop practical communication, persuasion, and listening skills while learning to build trust and long-term value with clients. Emphasizing ethical practices and customer-centric approaches, the course equips learners with the confidence to handle objections, create effective sales presentations, and adapt to diverse selling environments. Real-world cases, role-plays, and sales simulations are integral components, providing hands-on experience in professional selling situations.
Recommended Textbook
SELL 4th Edition by Thomas N. Ingram
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11 Chapters
1522 Verified Questions
1522 Flashcards
Source URL: https://quizplus.com/study-set/610 Page 2
Chapter 1: Overview of Personal Selling
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/11530
Sample Questions
Q1) Need-satisfaction personal selling is based on the idea that:
A) Customers need to be told what they want.
B) The customer needs to know what products the firm offers.
C) Salespeople should be friendly because customers need to feel that they are appreciated.
D) Customers purchase to satisfy a particular need or set of needs.
E) Customers have only one need at a time and it must be met before the salesperson can interest them in any other product.
Answer: D
Q2) Sales _____________ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.
A) Dialogue
B) Pitching
C) Communication
D) Professionalism
E) Engagement
Answer: D
Q3) ________________ selling is an extension of needs-satisfaction selling.
Answer: Problem-solving
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Chapter 2: Building Trust and Sales Ethics
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/11531
Sample Questions
Q1) Dependability is highly related to predictability.
A)True
B)False Answer: True
Q2) Salespeople may use service to differentiate themselves from their competitors.
A)True
B)False Answer: True
Q3) Suppose you are salesperson for a sales force automation consulting company.After working with a potential customer for several weeks you determine that a lower-cost and lower margin solution is best for your customer.Although a more expensive and higher margin system will work, by recommending the lower-cost solution you are demonstrating:
A) Dependability
B) Knowledge
C) Likeability
D) Customer orientation
E) Expertise
Answer: D
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Page 4
Chapter 3: Understanding Buyers
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143 Verified Questions
143 Flashcards
Source URL: https://quizplus.com/quiz/11532
Sample Questions
Q1) The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.
Answer: Consumer
Q2) The strategic coordination and integration of purchasing with other functions within the buying organization as well as external organizations is called _______________________________.
Answer: Supply Chain Management
Q3) In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.
A)True
B)False
Answer: True
Q4) _____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.
Answer: Target
Q5) RFP stands for _________________________________________.
Answer: Request for Proposal
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Chapter 4: Communication Skills
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/11533
Sample Questions
Q1) With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.
Q2) The ADAPT questioning system is similar to the SPIN questioning system in that:
A) Both questioning systems include a sequential set of questions.
B) Both questioning systems seek to uncover needs.
C) Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem.
D) Both questioning systems may utilize open-end and closed-end questions.
E) All of the above are correct.
Q3) "Are you interested in making a purchase today?" is an example of an ADAPT question.
A)True
B)False
Q4) One of the objectives of strategic questioning is to ____________ thinking.
Q5) SIER stands for_______________, interpreting, evaluating and responding.
Q6) Open-ended questions encourage the customer to respond freely.
A)True
B)False
Q7) One of the six facets of effective listening is to __________________the buyer to talk.
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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121 Verified Questions
121 Flashcards
Source URL: https://quizplus.com/quiz/11534
Sample Questions
Q1) Which of the following describes a common reason why salespeople dislike prospecting?
A) They have a fear of rejection.
B) They dislike dealing with people.
C) Actually, most salespeople like prospecting.
D) All of the above are correct.
E) None of the above is correct.
Q2) Good salespeople don't need to prospect.
A)True
B)False
Q3) What is the goal of strategic prospecting?
A) To generate the largest number of leads.
B) To help salespeople identify the best sales opportunities in the most efficient way.
C) To get past the gatekeeper.
D) The haphazard screening-out of undesirable sales leads.
E) To help salespeople identify the decision maker.
Q4) It's important for salespeople to understand their buyers' communication styles.
A)True
B)False
7
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Chapter 6: Planning Sales Dialogues and Presentations
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11535
Sample Questions
Q1) The most popular method for setting appointments is by e-mail.
A)True
B)False
Q2) Which of the following types of sales communications formats is most flexible?
A) Directed sales presentation
B) Written sales presentation
C) Organized sales dialogues
D) Canned sales presentation
E) Motivational sales presentation
Q3) Natalie's customers are usually interested in features that help their companies save money.With respect to the purchase decision process, these prospects are driven primarily by:
A) Physical buying motives
B) Rational buying motives
C) Emotional buying motives
D) Irrational buying motives
E) A combination of rational and emotional
Q4) Canned sales presentations allow for heterogeneous buying motives.
A)True
B)False
Page 8
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/11536
Sample Questions
Q1) When handling questions from a buying group, salespeople should remember ____.
A) To ensure everyone has heard and understands the question before answering it
B) To not try and bluff the group by trying to answer a question to which they do not know the answer
C) To answer questions as directly as possible
D) Speak primarily to the person identified as the decision maker
E) A, b, and c are correct
Q2) An example told in the form of a story is usually referred to as an anecdote.
A)True
B)False
Q3) The use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable is referred to as
A) Check-backs
B) Verbal support
C) Dialogue
D) Persuasion
E) None of the above
Q4) An anecdote is a specific type of a/an __________________
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Chapter 8: Addressing Concerns and Earning Commitment
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11537
Sample Questions
Q1) When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.
A)True
B)False
Q2) LAARC is an acronym for ____.
A) Listen, acknowledge, assess, respond, confirm B) Listen, assess, acknowledge, respond, confirm
C) Listen, ask, reply, confirm
D) Listen, ask, reply, consider E) None of the above
Q3) LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.
Q4) The first step in the LAARC method for handling resistance is to ___________.
Q5) One of the reasons (provided the text)that prospects raise objections is "the prospect wants to _______ the sales interview."
Q6) The "L" in LAARC stands for Listen.
A)True
B)False
Page 10
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Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/11538
Sample Questions
Q1) CRM is an acronym for _______________ _______________ _______________.
Q2) What should the salesperson do next if the complaining customer proposes a viable way (some action)to resolve the complaint?
A) Allow the customer to vent
B) Follow through with what the customer suggests
C) Offer the customer an alternative resolution
D) Gain the customer's agreement that the action will resolve the complaint
E) All the above
Q3) One of the relationship detractors discussed in the text is for the salesperson to focus on the _____-_____ as opposed to the long-term.
Q4) The salesperson should encourage critical encounters with their customers to encourage effective dialogue.
A)True
B)False
Q5) Providing customers with high-quality information is an activity that will help salespeople enhance their relationships with those customers.
A)True
B)False
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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154 Verified Questions
154 Flashcards
Source URL: https://quizplus.com/quiz/11539
Sample Questions
Q1) The straight-line plan is best used when accounts are concentrated in different parts of the territory.
A)True
B)False
Q2) Single-factor analysis is a common method used for account classification.
A)True
B)False
Q3) _____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.
Q4) Which of the following is not a type of internal partnership?
A) Sales partnerships
B) Marketing partnerships
C) Administrative support partnerships
D) Transportation partnerships
E) All of the above are types of internal partnerships
Q5) When working in teams, it's important to focus on the task at hand and not worry so much about "the little things."
A)True
B)False
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Chapter 11: Sales Management and Sales 20
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/11540
Sample Questions
Q1) Social networking is great for personal relationships but is generally thought of as unprofessional in when used in a b2b context.
A)True
B)False
Q2) Manufacturer representatives are employees of the company that manufactures the products they sell.
A)True
B)False
Q3) Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:
A) be reluctant to use any form of power.
B) be careful not to overuse the power of position or punishment.
C) reward all desired outcomes or behaviors.
D) minimize the power of her subordinates.
E) do all of the above.
Q4) Sales ____________ refers to sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.
Q5) _____________is a written summary of the job.
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