The Power to Choose Your Path: Careers in Sales Flashcards
A direct salesperson who distributes a company’s products or services and earns income based on the sales is a(n) _____.
independent business owner
An inside salesperson:
performs selling functions, but does not actually meet with the customer face-to-face.
An outside salesperson:
meets face-to-face with customers and performs a variety of sales functions.
A salesperson who develops sales through relationship selling and repeat sales is a(n) _____.
order-getter
DeShawn Cummings is a sales rep for All Sports, a sporting goods manufacturer. He’s excited because he had a great month in sales and is looking forward to receiving his commission check. He earns 1% on all of his sales. This month his sales were $400,000. Which of the following reflects the calculation for DeShawn’s income the month?
$400,000*.01
If you go to the Apple store, at virtually any hour it is filled with customers. The salespeople are not just those that are pushing a product, hoping that you buy so that they make their sales quota; they are experts who know everything about the products in the store. These salespeople are examples of _____.
value creators
In comparing B2B with B2C selling, B2C selling:
involves a relatively short selling cycle.
_____ is the element that sets you apart from other salespeople and makes your prospects and customers believe in you and your product or service.
passion
Relationship selling:
occurs when the salesperson takes on the task of truly understanding the customers’ needs and providing solutions to meet those needs.
The role of a salesperson can be summed up in one sentence: “Salespeople are _____.”
value creators
The sale of a consumer product or service away from a fixed retail location is called _____.
direct selling
The Seven Habits of Highly Effective People, a best-selling book by Stephen Covey, identifies which of the following as one of the seven habits?
begin with the end in mind.
Transactional selling:
efficiently matches the customer’s needs in an operational manner
Which of the following about the Customer Relationship Manager is true?
This role is usually a part of selling organizations that provide long-term professionals services.
Which of the following best describes the purpose of a cover letter?
to introduce yourself and your resumé
Which of the following is an example of B2C selling?
a salesperson helps you find jeans in your size at American Eagle Outfitters.
Great salespeople go beyond the norm to explore and test the waters.
True
Great salespeople go beyond the norm to explore and test the waters.
Telesales Representative
Why are territory managers considered order-getters?
They actually work to develop a relationship and solve customers’ problems on an ongoing basis.
Why is a growth mindset important in sales?
It makes a salesperson less risk averse.
