Question 1

What are the three categories of important skills that are necessary for a salesperson's success?

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Question 2

Most salespeople work in one of three categories. List them.

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Question 3

What is the primary purpose of relationship selling?

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Question 4

What is the first step of the sales process?

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Question 5

List the four main elements in the customer relationship process. When does this process end?

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Question 6

List the seven deadly sins of business selling.

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Question 7

The approach step in the customer relationship selling process involves:

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The approach step in the customer relationship selling process is focused on building rapport with a sales prospect. This initial step is crucial for establishing a connection and trust, which are foundational for a successful sales relationship.

Question 8

Comment on the following statement, "Only professional salespeople sell.

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Question 9

What are the two types of rewards that salespeople can earn? Give two examples of each.

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Question 10

What type of products would be sold by an industrial products salesperson?

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Question 11

What are the Core Principles of Professional Selling?

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Question 12

What is professional selling? How does it differ from the traditional definition of selling?

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Question 13

According to the text, there are six major reasons for choosing a sales career. List any four of them.

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Question 14

Ruth Cyboran and Luis Ross recently met again at their 10th high school reunion. The men were close friends throughout school but lost touch with each other after graduation. They enjoyed their recent meeting and promised to keep in touch, especially because they had both chosen the same career--professional sales. Cyboran works for a paper company selling gift wrapping paper, ribbons, and boxes to retailers. Ross provides digital technology consultations to small businesses. Even though both believe in the Core Principles of Professional Selling, they both expressed concern about the new emphasis on relationship selling. Which of the following statements accurately describes what Cyboran and Ross sell?

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Cyboran sells physical items (gift wrapping paper, ribbons, and boxes), which are goods, while Ross provides digital technology consultations, which is a service.

Question 15

Briefly explain the differences between order-takers and order-getters.

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Question 16

How would you respond to the following statement: "Marketing and selling are synonyms"?

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Question 17

As Julie Pereira sold hospital supplies for Pixtar, Inc., she dreamed of moving into Pixtar's management. Which managerial position would most likely be the first one Pereira would attain at Pixtar?

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Question 18

Explain the following statement: "Selling is both an art and a science."

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Question 19

The wholesale nursery salesperson has just satisfactorily answered an objection voiced by her prospect. What is the next selling step for her?

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After satisfactorily addressing an objection, the next step is often a trial close to gauge the prospect's readiness to make a purchase decision. This helps in understanding if there are any more objections or if the prospect is moving closer to the buying decision.

Question 20

When Roger asks a prospect for his opinion about the copy machine he is selling, he is engaging in ________, a step in the selling process.

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Asking a prospect for their opinion about the product during a sales conversation is known as a trial close. This technique is used to gauge the prospect's interest or readiness to buy, allowing the salesperson to adjust their approach accordingly.

Quiz 1: The Life, Times, and Career of the Professional Salesperson