Professional Salesmanship

Interpreting information is based on what is already familiar, on knowledge that is stored in the memory.

• True
• False

A professional salesman deals with objections by trusting his/ her instinct.

• True
• False

The translation of thoughts into words is called decoding.

• True
• False

Personal selling is the individual and personal communication of information, in contrast to the mass, impersonal communication of advertising, sales promotion, and other promotional tools.

• True
• False

An effective salesman understands that he has to be like his prospect, so the prospect may feel they share similar vibrations.

• An effective salesman understands that he has to be like his prospect, so the prospect may feel they share similar vibrations.
• Select one:
• True
• False

Selling is a skill developed through experience.

• True
• False

Adjusting to different situations that the environment calls for is known as_________________.

• Industry
• Adaptability
• Showmanship
• Ambition

The following are components of Sales Presentation Mix except:

• Suggesting
• Dramatization
• Proof
• Visual aids

Straight commission plan it is considered to be the simplest compensation plan the salesman receive a fix amount of regular intervals which represents the total payments for their services

• True
• False

Internal forces are the sum total of an individual social environment.

• True
• False

Product differentiation exists when a firm’s offerings differ or are perceived to differ from those of competing firms on any attribute, including price.

• True
• False

Sources of information about a product may come from:

• media
• friends
• salespersons
• all of the above

Identifies a product by class or type and cannot be trademarked is referred to as product name.

• True
• False

Motivation will move you forward and closer to your goals.

• True
• False

Selling involves men and women who find selling a rewarding career.

• True
• False

Showing genuine interest to help buyers is what a socially responsible salesman do.

• True
• False

Personal information consists of the following except:

• Birthday
• Job
• number of years married
• Age

The physical traits required of a salesman include the following except:

• self- control
• clothes
• voice used
• Appearance and grooming

Selling is a process and closing is part of the process. In this process you MUST show value to your prospect before, during and especially after the sale.

• True
• False

An ineffective approach allows a smooth transition into discussing your product’s features, advantages, and benefits.

• True
• False

The elements of a brand that cannot be spoken is called brand equity.

• True
• False

With the widespread use of the telephone in business and industry, sales appointments are often consummated through the telephone.

• True
• False

Ethical service builds true relationships.

• True
• False

Knowing the features of the product can increase the confidence of the buyers.

• True
• False

The principles of selling are useful to all people who work in business or nonprofit organizations.

• True
• False

They are sales people who may sell to wholesalers, retailers, or other middlemen.

• The Manufacturer’s Sales People
• The Dealer- Servicing Sales People
• The Merchandising Sales People
• The Pioneer- Products Sales People

Salesmanship is not considered as personal selling.

• True
• False

An effective salesman can sell anything to anybody.

• True
• False

The function of non personal selling of pre selling is to communicate a message to groups of people it is one way rather than two way conversation.

• True
• False

Selling isn't telling your story it is listening to theirs.

• True
• False

You want to be connected with your customer and be yourself.

• True
• False

Customer references are another great tool because those stories often represent a challenge, that was overcome with success.

• True
• False

The following are examples of convenience goods except:

• shampoo
• toothpaste
• camera
• soap

Salesmanship is not just the act of satisfying the demand for a product that exists already. It is the process of creating a demand by guiding the consumers in the proper selection of goods.

• True
• False

Advertising is usually focused or pinpointed on prospective customers. It considers the needs, desires and buying problems of the customers.

• True
• False

Verbal communication must take place face-to-face.

• True
• False

Rational buying motives are motives that DO NOT involve conscious reasoning about a course of action.

• True
• False

Studying the buying behavior of Filipinos usually involves complicated series of process.

• True
• False

Which of the following is not one of the types of advertising?

• National advertising
• Retail advertising
• Trade Advertising
• none of the above

It means having faith or trust in one’s action or endeavors.

• Adaptability
• Imagination
• Showmanship
• Confidence

The following are components of a product except for:

• quality
• warranty
• Price

The establishment of long-term customer relationships is realized using the same basic approach in all culture.

• True
• False

Buyers continually aspire for satisfaction in their purchase of goods and services.

• True
• False

Remembering inputs that support beliefs, forgetting those that don't is called selective distortion.

• True
• False

An objection is anything the prospect says or does that presents an obstacle to the smooth completion of the sale.

• True
• False

Price and cost is not a buyer's concern.

• True
• False

Objections are a normal part of almost every conversation—not just in sales.

• True
• False

To qualify prospects means to identify their potential to become clients of the product and the company.

• True
• False

Type of objections wherein the prospect may not need the product in the time of visit of the salesman.

• Objection against the salesman
• Objection against service
• Objection against the product
• Objection against price

Approaching is a process whereby a salesman looks for possible buyers for his product or service and obtains certain background information of this prospect to aid him with his sales interview.

• True
• False

Salesmen can't work without strict supervision.

• True
• False

An ITEM is an idea, a physical entity (a good), a service, or any combination of the three that is an element of exchange to satisfy individual or business objectives .

• True
• False

This activity involves the supplying of information to help solve the costumer merchandising.

• Direct Selling
• Handling complaints
• Advising and couseling
• Attending sales meetings

Customers are willing to buy the products when___________________________.

• products are of high quality
• special discounts are being offered
• convinced with the benefits of the products
• all of the above

Efficient management of time is important for salespeople to succeed.

• Efficient management of time is important for salespeople to succeed.
• Select one:
• True
• False

Promotional tool that simulates consumer purchasing and dealer interest by means of short-term activities.

• Sales promotion
• Marketing
• Advertising
• none of the above

Aimed at individuals and organizations who purchase products for use in manufacturing other products.

A salesperson resolved concerns and provides additional information needed by a customer when answering questions.

• True
• False

Self fulfillment needs- it represents ones ultimate desire to contributing something to society.

• True
• False

Salespeople typically spend less than half their time face-to-face selling and servicing accounts.

• True
• False

Personal selling doesn't involve direct and personal contact between the buyer and the seller or his representative.

• True
• False

Buyers want product solutions that add value which means a salesperson needs to:

• Sell benefits
• Be product experts
• be able to develop product packages
• all of the above

Analogy compares two different situations which have something in common.

• True
• False

It reaches all users of the product across the country.

• Industrial advertising
• Direct-mail advertising
• Retail advertising
• National advertising

Consumer goods include the following except:

• Industrial goods
• Shopping goods
• Convenience goods
• Unsought goods

The following are the salesman’s aim except for:

Trade shows are example of_____________.

• B2B
• C2C
• B2C
• C2B

To be a salesman, it begins with thoroughly knowing the product or service he has to offer.

• True
• False

Placing two or more brand names on a product or its package is known to be as family brand.

• True
• False

The act of selling is a/an __________ process.

• Challenging
• Enjoyable
• Difficult
• Tiring

Managing objections takes time.

• True
• False

Lack of money is one of the common reasons customers object.

• True
• False

Which of the following is one of the advantages of having visual aids?

• Increase retention
• Reinforce the message
• Reduce misunderstanding
• all of the above

What should be the first one to be discussed during sales presentation?

• price
• promotion
• product
• salesman's qualification

The following are business information except for:

• Salary of employees
• Name of the company
• Type of company
• Location of business

It is the mental and moral force that causes one to face danger, fear or difficulty.

• Confidence
• Courage
• Resourcefulness
• Honesty

One of the possible reasons why prospects sometimes has objections against salesman is because the later is not handsome or pretty.

• True
• False

It is an attribute based upon trust and confidence to one’s employer, fellow employees, and the company.

• Honesty
• Loyalty
• Integrity
• Courage

Others view salesmanship as the process of persuading and convincing a prospect to accept a product or a service as one that offers satisfaction to

• Aspirations
• Needs and wants
• All of the above
• Goals and objectives

Which of the following is not a component of services:

• Service quality
• Service delivery
• Service environment
• Service product

Sales People of this type need not be as aggressive or imaginative. They contact retailers or wholesalers at frequent intervals, offer whatever goods they have, thus preventing his established group of outlets from an “out-of-stock” situation.

• The Pioneer- Products Sales People
• The Dealer- Servicing Sales People
• The Manufacturer’s Sales People
• The Merchandising Sales People

Motives often operate at a subconscious level therefore are easy to measure.

• True
• False

Mini Fair is an occasion when a group of salesmen together with their sales supervisors will go on a tour to one or more sales territories to offer, on a house-to-house basis, their product.

• True
• False

Satisfaction means_____________.

• being able to give what your prospect need
• being able to give what your prospect want
• being able to introduce the company's product
• none of the above

Appearance refers to the way you carry your self.

• True
• False

Benchmarking is comparing one's performance with the best in the organization.

• True
• False

Good customer discovery always focuses on asking to clarify.

• True
• False

Presentation provide knowledge via features, advantages, and benefits of your product, marketing plan, and business proposition.

• True
• False

A firm’s products move from the manufacturer to the final user through a series of institutions called a production network.

• True
• False

Auto suggestion is one that suggest prospect to buy your product.

• True
• False

The purpose of presentation is to sell your product to your customer – to help him.

• True
• False

Empathy is a way to connect with your customer on a personal level.

• True
• False

Salesmen should concentrate on sales volume and quotas instead of worrying about profitability, which is top management’s job.

• True
• False

The urge that makes people buy or make purchase on a regular basic are called patronage motives.

• True
• False

Advertisers that use comparative advertisements (pitching one product against another), have to be very careful that consumers do not distort the facts and perceive that the advertisement was for the competitor.

• True
• False

Defined as the predisposition to behave in a consistent way award a person or class of object.

• Personality
• Attitudes
• Learning
• Motives

Being socially responsible means that a salesman can overprice the product he/she offers if the prospect has the potential to match the offer.

• True
• False

Changing/twisting current received information, inconsistent with beliefs is called selective exposure.

• True
• False

The purchase of the same product always elicit the same Buying Behavior.

• True
• False

The following are the basic denominators of desire except:

• biological needs
• self- fulfillment needs
• social needs
• growth needs

Five P’s of successful selling includes the following except:

• Prospect
• Place
• Product
• Personality

During your sales strategy session you will define your sales strategy or target market.

• True
• False

A brand name owned by a wholesaler or a retailer is called private brand.

• True
• False

Buyers who have positive experience with the product will surely buy the same product the next time around.

• True
• False

When a customer puts an objection in front of you, you should redirect them.

• True
• False

Which of the following is not an example of B2B Sales Promotion Technique?

• Deals
• Catalogs
• Portfolios
• Coupons

Using different brand names for different products is called co branding.

• True
• False

Consumer Buying Behavior refers to the buying behavior of the ultimate consumer.

• True
• False

Objection is not a normal part of selling.

• True
• False

The experience of the salesman can't help him anticipate the possible questions and objections of prospects.

• True
• False

In this method, The salesman does not need to answer immediately an excuse or an alibi of the prospect.

• Pass over
• Compensation method
• Yet-but technique
• Boomerang method

The following are examples of visual aids except:

• Charts
• Photographs
• Sales manuals
• none of the above

Good salesman-prospect relationship stems from the fact that the salesman knows how to handle his prospect intelligently. Intelligent handling of prospects necessitates knowing them properly and accurately.

• True
• False

A consistent preference for one brand over all others is called brand loyalty.

• True
• False

Successful sales presentations have twice as many objections as those presentations that are unsuccessful.

• True
• False

All are reasons why people buy except:

When is the right time to request an appointment to a prospect?

• at salesman's free time
• at prospects most convenient time
• none of the above
• at company's discretion

Everybody wants to be number one is anything and everything. However, not everybody can be number one.

• True
• False

It is defined as the sum of all the salesman’s physical, emotional, psychological, social, and intellectual traits needed to obtain a favorable response from prospects and customers.

• People person
• Salesmanship
• Sales personality
• Pleasing personality

Social needs are inborn needs of a man.

• True
• False

Maketing several different products under the same brand name is known to be the family brand.

• True
• False

As a missionary salesperson, Joshua would represent a large ethical drug manufacturer and call on physicians to explain the benefits to them of prescribing his firm’s product for their patients.

• True
• False

Which of the following is an example of specialty goods?

• Rolex watches
• toothpaste
• fabric conditioner
• detergent powder

Knowledge of the product gives the salesman self-confidence.

• True
• False

Simile is an implied comparison that uses a contrasting word or phrase to evoke a vivid image.

• True
• False

With your knowledge of the prospect, product, and company, the approach you will use including your presentation strategy is not all a problem.

• True
• False

This method works because of your relationship-driven approach to professional selling.

• Curiosity method
• Deflection method
• The Boomerang method

It is the process by which an individual thinks, believes, acts and interprets information through the various sense.

• Motives
• Perception
• Learning
• none of the above

Which of the following is not a salesperson's role:

• clarify information
• correct misconceptions
• explain nuances
• none of the above

Personal selling involves an alive, immediate, and interactive relationship between two or more persons.

• True
• False

A sign of professionalism is revealed when the salesman request for an appointment from his prospect.

• True
• False

Having a good attitude means you should take the "No's" personally.

• True
• False

Personal selling is persuasive because it provides solution to a problem.

• True
• False

Emotional intelligence is the ability to effectively understand and regulate one`s own emotions and to read and respond to the emotions of others.

• True
• False

It is a primordial concern to the salesman when he knows the age, sex, civil status, educational attainment, profession or occupation, standard of living, size of the family, place of residence, recreational activities, and other data of his prospect.

• True
• False

It is important to know the background of the prospect for the salesman to know his/her financial capacity.

• True
• False

Best approach is to acknowledge that the prospect is incorrect.

• True
• False

Good customer discovery always focuses on asking open-ended questions.

• True
• False

Buyers level of involvement determines why he/she is motivated to seek information about a certain products and brands but virtually ignores others.

• True
• False

A prospect is most of the time helpless in making buying decisions.

• True
• False

Which of the following is one of the aspirations of buyers when they purchase goods and services?

• Affiliation
• Love and Affection
• security
• all of the above

Which of the following is a common method of approaching?

• friends
• referrals
• cold canvass method
• all of the above

All are advantages of being a salesman except:

• Less employment requirements
• Limited earning opportunities
• Less tensions and intrigues

____________________ is the statement of satisfied users of the product.

• opinion
• marketing
• testimonial
• advertisement

Integrated marketing communications involves coordinating only paid personal communications.

• True
• False

Salespeople play a key on relationship marketing.

• True
• False

The following are types of prospects except:

• Intelligent type
• Open-minded type
• Slow- thinking type
• Giver type

A motive is an internal energizing force that orients a person's activities toward satisfying a need or achieving a goal.

• True
• False

Sales Blitz is practically the most difficult method of prospecting to use. It is actually house-to-house selling which allows the salesman to experience the problems of not being entertained, no order taken, argumentative or hot-headed prospects, and other similar consequences.

• True
• False

These are individuals whose function is to secure outlets for a new product to wholesalers, distributors, and dealers.

• The Pioneer- Products Sales People
• The Dealer- Servicing Sales People
• The Manufacturer’s Sales People
• The Merchandising Sales People

The following are approach Methods that a Salesman can use except:

Proper grooming enables prospects to buy your product instantly without hesitation.

• True
• False

Personal Selling this is selling through the aid of some media like advertising, window displays, samplings, and others forms of promotion.

• True
• False

Anticipating objections is one of the ways on how salesman can handle it.

• True
• False

Want is an intense feeling which is longing to own and use something of value.

• True
• False

The exclusive right to use a brand or part of a brand is called trademark.

• True
• False

Concern usually involved quality, size, brand appearance, name, style, construction, weight, and/or durability.

• True
• False

Let go of your agenda, make it about the customer, then the money will follow.

• True
• False

In helping the buyer arrive at the best decision, the salesman must look into:

To keep your customer around for the long haul, they must see logic in your product or service.

• True
• False

It is the act of persuading another to respond favorably to a product, service or idea.

• Marketing
• Promotion
• Salesmanship
• Advertising

Education is one of the qualities needed for successful selling.

• True
• False

That part of a brand that can be spoken, including letters, words, and numbers is called name.

• True
• False

There are as well non-selling duties and responsibilities that a salesman has, except for:

• Collecting
• Reporting
• Direct Selling
• Organizing

Buyers reactions to a firms marketing strategy has no significant impact on the firms success.

• True
• False

It is the sum total of a person characteristics such as compulsiveness.

• Motives
• Attitudes
• Learnings
• Personality

This refers to an individual who acts as the intermediary between the manufacturer and the retailers of industrial users and carry thousands of unrelated lines of merchandise in a warehouse where they are quickly available to dealers.

• The Retailer’s Sales People
• The Wholesalers Sales People
• The Specialty Sales People
• None of the above

Find the selling point. What do they need and how are you going to solve it.

• True
• False

Because opposites attract, salespeople should avoid matching their prospects communication style.

• True
• False

Which of the following is an example of B2C Sales Promotion Technique?

• Coupons
• Sampling
• Premiums
• all of the above

Salesman should explain the benefits and uses of his product to potential buyers as fast as possible.

• True
• False

Ensure that your sales strategy aligns with your core mission and includes action steps that you follow.

• True
• False

When prospects are mentally comparing their present product with your product, do not make any comparison.

• True
• False

Which of the following is not a function of a salesman?

• purchasing of raw materials and converting it to finished products
• persuading prospects to buy
• determining the needs and wants of prospects
• promoting the products

Sell quality and uniqueness if the buyer argues price.

• True
• False

Often prospects just want less data. They have mentally decided they want to buy.

• True
• False

If you aren't positive, then most likely your customers aren't either.

• True
• False

Customer needs more time to think about our product, wants to look around more.

• True
• False

The following are the psychological traits required for a salesman except:

• Humility
• Optimism
• Persistence
• Courtesy

The following are channels of distribution except:

• broker/agent
• distributor
• c.advertiser
• retailer

Normally, missionary salespeople and local distributor salespeople are intensively competitive with each other as each strives to take business away from the other.

• True
• False

The following are examples of physiological needs except:

• health
• comfort
• pleasure
• none of the above

Normally businessman set their price at different level of its major rival.

• True
• False

A trade mark for service is called service mark.

• True
• False