Test 1

Question 0

what characteristics does the effective sales person possess

Answer 0

• able to handle themselves in interview
• friendly personality
• have good attitude and is willing to work hard
• clean and near appearance

Question 1

what are pros and cons of a career in professional sales?

Answer 1

pros: flexibility, high income, variety
cons: long hours, hard work

Question 2

what is relationship selling

Answer 2

personal communication of information to persuade a prospective customer to buy something- a good, service, idea, or when an individual is purchasing a company

Question 3

what motivates people to buy?

Answer 3

social: family influences, culture
psychological: motivation, learning
personal: income, age, gender

Question 4

personality types that sales people deal with

Answer 4

thinking: people who like facts, supporting data and logical
intuitor: people with ideas, concepts and the bug picture.
feeler: small talk and uses emotional terms. “we’re excited about this”
sensor: to the point, action plans

Question 5

social styles that a buyer may have

Answer 5

amiables: easy to make appointments, difficult to close the sales. friendly and people oriented.
drivers: result orientated, winning is important.
analyticals: appears cautious, need strong facts.
expressives: appearance is important, need approval and status

Question 6

the communication process

Answer 6

source: the salesperson
encoding process: conversation of ideas and concepts into a sales presentation.
message: information conveyed in the sales presentation
decoding process: interpretation of message by the prospective buyer
receiver: the prospective buyer
feedback: reaction of the buyer
noise: factors that distort communication.

Question 7

barriers to communication

Answer 7

1. difference in perception
2. buyer does not recognize a need for product.
3. sales pressure
4. information overload

Question 8

non-verbal body language you might deal with

Answer 8

• physical space between buyer and seller
• appearance
• handshake
• body language

Question 9

netiquette for sales professionals

Answer 9

1. the subject line
2. message body
3. the signature

Question 10

three different types of listening

Answer 10

• marginal: hears most of the words.
• evaluative: actively concentrates but does not interpret the full meaning
• active: tries to see the other person point.

Question 11

evidence statement

Answer 11

credibility through:

• empathy
• listening
• enthusiasm

Question 12

sources of sales person knowledge

Answer 12

social
personal
business 
hobbies 
family

Question 13

what should you know about the company

Answer 13

• company growth + accomplishment
• policies and procedures
• product + service facilities
• mission statement

Question 14

what should you know about your resellers ?

Answer 14

know as much as you can about each channel member

Question 15

what is FABULOUS approach to selling

Answer 15

F- feature: any tangible or intangible characteristic of the product
A- advantage: a performance characteristic
B- benefit; what’s in it for me

Question 16

what is shelf positioning

Answer 16

make your product more visible for consumers to identify and purchase

Question 17

what is the difference between consumer sales promotion and trade sales promotion?

Answer 17

consumer sales promotion is samples, coupons congrats and demonstrations while trade sales promotion is special pricing, free mercy, incentives

Question 18

define shelf facings

Answer 18

the number of individual products place beside each other on the shelf

Question 19

social media applications available for sales people

Answer 19

• social networking
• blogging
• smartphone
• presentation technology

Question 20

what are some caution signals ?

Answer 20

• leaning away
• puzzled look
• no expression

Question 21

what should you try to do when presenting your product features?

Answer 21

describe the products so it answers the question “what is it?”

Question 22

what are some disagreement signals?

Answer 22

• leaning away
• tense
• little eye contact
• arms over chest

Question 23

what are some agreement signals?

Answer 23

• relaxed
• attentive listening
• leaning forward
• smiling

Question 24

how important is the handshake?

Answer 24

it sets the professional mood, some people base person on the quality of the handshake

Question 25

how to approach the handshake ?

Answer 25

• extend hand vertical
• firm but not too hard handshake
• about 2-3 seconds

Question 26

how to be professional

Answer 26

• dress well
• look well put together (hair and makeup)
• polite and proper

Question 27

what is personal space ?

Answer 27

an area 0.5 to 1.5 meters from stranger.

Question 28

define empathy

Answer 28

the ability to understand another persons feelings, ideas.

Question 29

what is the black box theory ?

Answer 29

the unobservable, internal process taking place within the mind of the prospect as he or she makes a decision wether or not to buy

Question 30

what are some cell phone etiquette

Answer 30

• never text and drive
• don’t text in the wrong place (movies, dinner, meetings)
• keep texts simple.
• don’t send too early or late
• text proper grammar