Professional Selling Test Preparation
Course Introduction
Professional Selling is a comprehensive course designed to equip students with the essential skills and strategies required for successful sales careers in a dynamic business environment. The course covers fundamental principles of selling, including prospecting, needs analysis, presentation, objection handling, and closing techniques. Students will learn how to build and maintain long-term customer relationships, develop persuasive communication skills, and apply ethical considerations throughout the sales process. Through practical exercises, role-playing, and real-world case studies, students gain hands-on experience and insight into various sales methodologies used across industries, preparing them for effective sales roles in a variety of professional contexts.
Recommended Textbook
Relationship Selling 3rd Edition by Mark Johnston
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14 Chapters
1048 Verified Questions
1048 Flashcards
Source URL: https://quizplus.com/study-set/2450 Page 2
Chapter 1: Introduction to Relationship Selling
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48692
Sample Questions
Q1) "CRM" stands for Customer Reminder Management.
A)True
B)False Answer: False
Q2) Value can be described as a "give-get" ratio.
A)True
B)False Answer: True
Q3) Kathy is involved in transactional selling.Compared to value-added selling she will spend more time ____________ and less time _____________.
A)Closing the sale; developing an understanding of the buyer's needs.
B)Presenting her solution; closing the sale.
C)Developing an understanding of the buyer's needs; closing the sale.
D)Developing an understanding of the buyer's needs; presenting her solution.
Answer: A
Q4) Another name for problem-solving selling is solution selling.
A)True
B)False Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Using Information to Understand Sellers and Buyers
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74 Verified Questions
74 Flashcards
Source URL: https://quizplus.com/quiz/48693
Sample Questions
Q1) Because of the negative image,sales people need to prove their value to society.
A)True
B)False
Answer: True
Q2) It generally takes _________ calls to close a new account than an existing account.
A)More
B)The same number
C)Less
D)It cannot be determined
Answer: A
Q3) Salespeople working for virtual bosses should take responsibility for making the relationship work.
A)True
B)False
Answer: True
Q4) Why is creativity important on the job?
Answer: It can make a job easier and improve productivity.It leaves the door open for improvement.
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Value Creation in Buyer-Seller Relationships
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73 Verified Questions
73 Flashcards
Source URL: https://quizplus.com/quiz/48694
Sample Questions
Q1) Where does personal selling "fit" into a company's marketing mix?
Answer: Personal selling is part of a firm's promotional mix,one of the 4Ps.
Q2) Value-added selling changes little in the sales process.
A)True
B)False
Answer: False
Q3) What four unique properties do salespeople need to recognize when selling services. Answer: Services are intangible,inseparable from the provider,variable,and perishable.
Q4) A clothing salesperson who emphasizes how well known her company's labels are among teenage consumers is selling based on:
A)Brand equity.
B)Price
C)Customer satisfaction.
D)Strategic partnerships.
Answer: A
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Ethical and Legal Issues in Relationship Selling
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48695
Sample Questions
Q1) Discuss the pros and cons of the following statement: "The higher a sales manager sets sales goals,the more motivated his sales force will be."?
Q2) Which of the following criteria is NOT one of the criteria used for rating business ethics?
A)Environment.
B)Total sales.
C)Employee relations.
D)Diversity.
Q3) Price discrimination laws are designed to ensure:
A)Profits.
B)Control of profits.
C)Fair treatment of customers.
D)All of the choices are correct.
Q4) If companies expect their salespeople to act ethically,they must behave ethically.
A)True
B)False
Q5) What are collusion,restraint of trade,and reciprocity,and how do laws regarding these practices affect salespeople?
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Prospecting and Sales Call Planning
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48696
Sample Questions
Q1) When Rosalie makes a sales call,she always asks the customer "Who else do you know who would benefit from our products?" Rosalie is creating a (n):
A)Word of mouth database.
B)Bird dogging network.
C)Endless chain referral.
D)Center of influence mine.
Q2) What is networking and what are potential sources of networks?
Q3) Rhonda,a resort hotel manager,makes it a point to get to know the staff at the local tourist information office.She knows the staff people can be helpful as:
A)Data miners.
B)Bird dogs.
C)Prospects.
D)Endless chain referrals.
Q4) Where can salespeople find prospects?
Q5) Overcoming call reluctance can be helped by all of the following,EXCEPT?
A)Role playing.
B)Making as many cold calls as quickly as possible.
C)Setting realistic goals.
D)Prospecting with others.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Communicating the Sales Message
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/48697
Sample Questions
Q1) Unlike the memorized and formula presentations,the need satisfaction presentation shifts the focus to the customer.
A)True
B)False
Q2) What are the advantages of demonstrations in sales presentations?
Q3) When should a formula sales presentation NOT be used?
A)When the salesperson already knows the customer.
B)When the customer is rebuying.
C)When the selling situation is complex and requires significant interaction.
D)All of the choices are correct.
Q4) Brendan is developing a need satisfaction sales presentation to be used by his sales staff.The key to a successful need satisfaction sales presentation is:
A)The right combination of questions.
B)Listening.
C)Analysis.
D)All of the choices are correct.
Q5) First impressions are important for setting the tone of a sales presentation.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Negotiating for Win-Win Solutions
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/48698
Sample Questions
Q1) What are the two types of customer objections regarding a salesperson's company?
Q2) Herb,a salesman for an investment company knows the most effective tool for negotiating with customers is a well-developed value proposition.When he makes a sales presentation he reminds himself:
A)To always value the value proposition.
B)Anticipation enhances negotiations.
C)Say what you mean and mean what you say.
D)Listen and validate customer concerns.
Q3) How can a salesperson overcome customers' "I don't really know you "concern?
Q4) When addressing a customer's loyalty to the existing supplier,a salesperson should disparage the competitor's product.
A)True
B)False
Q5) When a customer shares objections,it gives the salesperson the opportunity to:
A)Leave without harming the long-term relationship.
B)Strengthen the relationship.
C)Listen to their inner self.
D)Show the weaknesses in competitors' products.
Q6) Outline the six guidelines for negotiating win-win solutions.
Q7) Discuss the statement,"If either the buyer or the seller loses,both have lost."
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Closing the Sale and Follow-Up
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48699
Sample Questions
Q1) Win-win solutions come:
A)When the buyer is ready.
B)After the trial close.
C)At any point in the dialogue between buyer and seller.
D)After closely following the step-by-step empathy sales training process.
Q2) In a balance sheet closing the ______________ column is used to find out what is holding the prospect back from buying.
A)Reasons for buying.
B)Reasons for objections.
C)Remaining questions
D)All of the choices are correct.
Q3) Closing the sale should take place:
A)At any point in the sales presentation.
B)Only after addressing objections.
C)When the full value proposition has been articulated.
D)When the sales person is finished.
Q4) What are the five dimensions of service quality?
Q5) Using an example,describe a balance sheet closing.
Q6) Describe the 20-10-5 rule and how it can impact enthusiasm.
Q7) Using an example,describe an alternative choice closing.
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Self-Management: Time and Territory
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74 Verified Questions
74 Flashcards
Source URL: https://quizplus.com/quiz/48700
Sample Questions
Q1) One reason not to use counties as a basic control unit is when they are:
A)Too small.
B)Too many.
C)Too large.
D)Indefinable.
Q2) Why is time and territory management important to salespeople?
Q3) As described in the text,one of the critical duties of a sales manager is to design territories.What are the five steps to territory design in their logical order?
Q4) Karen is organizing a territory feedback system for her company.She knows from past experience that this system can help salespeople:
A)Share information.
B)Develop career priorities.
C)Reduce the 80:20 rule to 70:30.
D)Avoid MSA mistakes.
Q5) MSAs are:
A)Market sales areas.
B)Integrated economic and social units with a large population nucleus.
C)Meeting schedule assignments used to develop account priorities.
D)Management summary assessments used in territory management.
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Salesperson Performance:
Behavior,Motivation,and Role Perceptions
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48701
Sample Questions
Q1) Harry is getting informal pressure to behave in certain ways through:
A)Company policies.
B)Operating procedures.
C)Social pressure from the other salespeople.
D)All of the choices are correct.
Q2) The more accurate salespeople's role perceptions,the less motivated they are likely to be.
A)True
B)False
Q3) Frank assumes that,if he makes more sales calls,his sales will increase.For Frank this is an:
A)Expectancy
B)Valence.
C)Perceived role.
D)Role accuracy.
Q4) What is a reward mix?
Q5) How can sales managers reduce role conflict and ambiguity?
Page 12
Q6) Who defines the role of a salesperson in an organization?
Q7) Describe the seven dimensions of job satisfaction.
Q8) What influences salespeople's motivation?
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 11: Recruiting and Selecting Sales-people
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48702
Sample Questions
Q1) Jessica is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.What are the disadvantages of hiring this candidate?
Q2) Psychological tests that assess candidate's interest in,or ability to perform certain tasks and activities are___________________ tests.
A)Intelligence.
B)Aptitude.
C)Personality.
D)Correspondence.
Q3) Danielle is in charge of recruiting a new salesperson.She sets as her goal:
A)To find as many applicants as possible.
B)To find as many qualified applicants as possible.
C)To attract a few good applicants.
D)Hiring only relatives of current employees.
Q4) The advantage of recruiting salespeople from current company employees is:
A)Company employees have established performance records
B)Recruits from inside the company require more orientation and training
C)Recruiting from within can impair company morale.
D)All of the choices are correct.
Q5) Why is recruiting and selecting salespeople important?
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Chapter 12: Training Sales-People for Sales Success
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48703
Sample Questions
Q1) Winston's company is providing sales training with the objective of improving selling skills.Which of the following questions will likely be the focus of that training?
A)What are the specifications associated with the new product?
B)How is the new commission schedule organized?
C)What is the most effective way to cover the sales territory?
D)When will the competition have its product available in the market?
Q2) Teaching ethics during sales training is:
A)Illegal
B)Important
C)Unethical
D)Both A and C
Q3) Rachel is organizing the product knowledge sessions for new sales recruits.Her ultimate objective is to:
A)Give salespeople all the information she has available.
B)Enable salespeople to give potential customers the information needed for rational decision-making.
C)Test sales trainees to make sure they understand technical and legal product specifications.
D)All of the choices are correct.
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 13: Sales-Person Compensation and Incentives
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48704
Sample Questions
Q1) In combination sales compensation plans,as the degree of relationship selling increases,the incentive pay portion of the plan should:
A)Be increased.
B)Remain constant.
C)Be reduced.
D)Have no impact.
Q2) From having been a salesperson,Marty knows salespeople have basic security needs.Now,as a sales manager,Marty will increase __________ for his sales force.
A)Benefits.
B)Bonuses.
C)Commissions.
D)Quotas.
Q3) Career counselors often advise college graduates seeking their first sales job to seek out positions heavier in ________ component to give the salesperson time to learn how to sell.
A)Salary
B)Commissions
C)Bonus.
D)Quota
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Page 16
Chapter 14: Evaluating Sales-Person Performance
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/48705
Sample Questions
Q1) Given the equation sales = days worked x calls/days worked x orders/call x sales/orders,how can a salesperson increase sales?
Q2) Bias usually enters sales force evaluations through:
A)Errors by the evaluator.
B)Database mistakes.
C)BARS benchmarking.
D)Defective behavioral/effectiveness ratios.
Q3) Marion knows the evaluations she gives her sales staff will be used to determine pay raises and promotions.In this situation,Marion and many sales managers tend to:
A)Ignore the consequences and give objective evaluations.
B)Use the evaluations for development of the subordinate.
C)Be lenient in order to not impair the friendship and support of subordinates.
D)Use the halo effect to make all subordinates look good.
Q4) Performance evaluation should be a process that provides a forum for dialogue between a salesperson and the sales manager.
A)True
B)False
Q5) What input measures are commonly used to evaluate salespeople?
To view all questions and flashcards with answers, click on the resource link above. Page 17