Professional Selling Exam 2 Flashcards
What are three ways that salespeople can add value in a selling situation?
Which is the difference between unpaid and paid sales promotion? The difference between personal and impersonal sales promotion?
How is selling to an existing customer different from selling to a new customer?
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What is the difference between “order taking” and “order getting?”
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What is the definition of emotional intelligence?
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Why is high emotional intelligence an important quality for a salesperson to have?
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Define Kickbacks
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Define backdoor selling
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Puffery
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Misrepresentation
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What role do initiators play in the sales process?
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What role do influencers play in the sales process?
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What role do gatekeepers play in the sales process?
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What role do users play in the sales process?
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What role do deciders play in the sales process?
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What is the communication process that we discussed in class?
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What is encoding?
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What is decoding?
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What is the 80/20 rule regarding listening?
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When it comes to appearance, what are three of the five principles that we discussed in class?
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What are the 4 categories of social styles?
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Driver
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Expressive
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Amiable
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Analytic
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What are two things that someone who is highly assertive can adjust to reduce their assertiveness in a sales encounter?
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What are two things that someone who is highly responsive can adjust to reduce their responsiveness in a sales encounter?
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