Module 2

Question 1

The buying process that companies lead customers through when purchasing products.

Answer 1

Sales Funnel

Question 2

Sales made to individual consumers rather than to other businesses.

Answer 2

Business-to-Consumer (B2C)

Question 3

A way of bringing products or services to market so they can be purchased by consumers.

Answer 3

Sales Channels

Question 4

A salesperson who provides information to an individual who will influence the purchase decision.

Answer 4

Missionary

Question 5

A salesperson who calls on retailers and helps them display, advertise, and sell products to consumers.

Answer 5

Trade

Question 6

A salesperson whose primary function is to find prospects, or potential customers.

Answer 6

Prospector

Question 7

Sales people who are experts in a specific product or service area. They promote and sell the product by demonstrating how it works along with the benefits it can offer potential customers.

Answer 7

Technical

Question 8

Bring in revenue without active sales engagement

Answer 8

Passive

Question 9

Have consistent transactions and engagement with the business

Answer 9

Active

Question 10

Clients who have not made a purchase for a specified period of time

Answer 10

Inactive

Question 11

The rule of 80/20. Finds that 80% of the results stem from 20% of the causes. In sales, 80% of a company’s revenue come from 20% of its customers.

Answer 11

Pareto Principle

Question 12

The process of distinguishing a portfolio of accounts (customers) based on a set of criteria of strategic importance to the company’s long-term success.

Answer 12

Key Account Management (KAM)

Question 13

Refers to top of the funnel, which is the beginning of the various steps that lead to a sale.

Answer 13

TOFU

Question 14

How products make their way to buyers in B2B and B2C sales.

Answer 14

Distribution Channel

Question 15

The salesperson meets the buyer and introduces the company.

Answer 15

Approaching

Question 16

Searching for potential customers and deciding whether they have the ability and desire to make a purchase

Answer 16

Prospecting/Qualifying

Question 17

Explaining how the product meets customer’s needs

Answer 17

Presenting/Demonstrating

Question 18

Answering customer questions and concerns

Answer 18

Handling Objections

Question 19

Agreeing on the terms of the sale and finalizing the transaction

Answer 19

Closing the Sale

Question 20

Ensuring the customer is satisfied with the product or service that was delivered

Answer 20

Following Up

Question 21

Personal attributes that enable someone to interact effectively and harmoniously with other people. Also known as soft skills.

Answer 21

Power Skills.

Question 22

The ability to understand and share the feelings of another.

Answer 22

Empathy

Question 23

A set of ideas and ways to reduce sources of conflict.

Answer 23

Conflict Resolution

Question 24

An approach where a leader or manager only makes important business decisions with solid data or information in hand.

Answer 24

Analytical Decision-Making

Question 25

The producer sells a product to a consumer directly.

Answer 25

Direct

Question 26

Companies that sell goods in large quantities at low prices, typically to retailers.

Answer 26

Distributor, Wholesaler, Agent, or Broker

Question 27

Listening with the intent of understanding instead of replying.

Answer 27

Responsive Listening