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Professional Salesmanship is a course that teaches students the skills and techniques required to effectively sell products and services in various industries.
Product differentiation exists when a firm’s offerings differ or are perceived to differ from those of competing firms on any attribute, including price.
Buyers continually aspire for satisfaction in their purchase of goods and services.
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
Which of the following is not a function of a salesman?
The following are components of Sales Presentation Mix except:
Simile is an implied comparison that uses a contrasting word or phrase to evoke a vivid image.
A brand name owned by a wholesaler or a retailer is called private brand.
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.
The purpose of presentation is to sell your product to your customer – to help him.
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
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.
The experience of the salesman can't help him anticipate the possible questions and objections of prospects.
Consumer goods include the following except:
A trade mark for service is called service mark.
One of the possible reasons why prospects sometimes has objections against salesman is because the later is not handsome or pretty.
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.
The following are components of a product except for:
You want to be connected with your customer and be yourself.
Maketing several different products under the same brand name is known to be the family brand.
Often prospects just want less data. They have mentally decided they want to buy.
That part of a brand that can be spoken, including letters, words, and numbers is called name.
It reaches all users of the product across the country.
Everybody wants to be number one is anything and everything. However, not everybody can be number one.
Being socially responsible means that a salesman can overprice the product he/she offers if the prospect has the potential to match the offer.
An effective salesman understands that he has to be like his prospect, so the prospect may feel they share similar vibrations.
These are individuals whose function is to secure outlets for a new product to wholesalers, distributors, and dealers.
The following are business information except for:
The translation of thoughts into words is called decoding.
There are as well non-selling duties and responsibilities that a salesman has, except for:
During your sales strategy session you will define your sales strategy or target market.
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.
Motivation will move you forward and closer to your goals.
Personal selling doesn't involve direct and personal contact between the buyer and the seller or his representative.
Having a good attitude means you should take the "No's" personally.
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.
The following are channels of distribution except:
Integrated marketing communications involves coordinating only paid personal communications.
The elements of a brand that cannot be spoken is called brand equity.
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.
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.
Knowledge of the product gives the salesman self-confidence.
Normally, missionary salespeople and local distributor salespeople are intensively competitive with each other as each strives to take business away from the other.
Managing objections takes time.
The following are the salesman’s aim except for:
It is the process by which an individual thinks, believes, acts and interprets information through the various sense.
Ensure that your sales strategy aligns with your core mission and includes action steps that you follow.
____________________ is the statement of satisfied users of the product.
Which of the following is one of the advantages of having visual aids?
A consistent preference for one brand over all others is called brand loyalty.
Buyers reactions to a firms marketing strategy has no significant impact on the firms success.
The principles of selling are useful to all people who work in business or nonprofit organizations.
The act of selling is a/an __________ process.
Empathy is a way to connect with your customer on a personal level.
The physical traits required of a salesman include the following except:
A professional salesman deals with objections by trusting his/ her instinct.
The following are examples of physiological needs except:
Rational buying motives are motives that DO NOT involve conscious reasoning about a course of action.
Which of the following is not one of the types of advertising?
With your knowledge of the prospect, product, and company, the approach you will use including your presentation strategy is not all a problem.
Analogy compares two different situations which have something in common.
Buyers level of involvement determines why he/she is motivated to seek information about a certain products and brands but virtually ignores others.
Self fulfillment needs- it represents ones ultimate desire to contributing something to society.
An objection is anything the prospect says or does that presents an obstacle to the smooth completion of the sale.
Education is one of the qualities needed for successful selling.
Salesmanship is not considered as personal selling.
Five P’s of successful selling includes the following except:
A sign of professionalism is revealed when the salesman request for an appointment from his prospect.
To be a salesman, it begins with thoroughly knowing the product or service he has to offer.
Price and cost is not a buyer's concern.
Personal information consists of the following except:
Objections are a normal part of almost every conversation—not just in sales.
The purchase of the same product always elicit the same Buying Behavior.
Ethical service builds true relationships.
It is the act of persuading another to respond favorably to a product, service or idea.
Promotional tool that simulates consumer purchasing and dealer interest by means of short-term activities.
All are reasons why people buy except:
It means having faith or trust in one’s action or endeavors.
The following are the basic denominators of desire except:
Identifies a product by class or type and cannot be trademarked is referred to as product name.
This method works because of your relationship-driven approach to professional selling.
Type of objections wherein the prospect may not need the product in the time of visit of the salesman.
Personal Selling this is selling through the aid of some media like advertising, window displays, samplings, and others forms of promotion.
When prospects are mentally comparing their present product with your product, do not make any comparison.
Showing genuine interest to help buyers is what a socially responsible salesman do.
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.
Aimed at individuals and organizations who purchase products for use in manufacturing other products.
What should be the first one to be discussed during sales presentation?
Customer references are another great tool because those stories often represent a challenge, that was overcome with success.
Salesman should explain the benefits and uses of his product to potential buyers as fast as possible.
Emotional intelligence is the ability to effectively understand and regulate one`s own emotions and to read and respond to the emotions of others.
Personal selling is persuasive because it provides solution to a problem.
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.
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.
When a customer puts an objection in front of you, you should redirect them.
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.
Salespeople typically spend less than half their time face-to-face selling and servicing accounts.
Find the selling point. What do they need and how are you going to solve it.
It is an attribute based upon trust and confidence to one’s employer, fellow employees, and the company.
In this method, The salesman does not need to answer immediately an excuse or an alibi of the prospect.
The establishment of long-term customer relationships is realized using the same basic approach in all culture.
Let go of your agenda, make it about the customer, then the money will follow.
The following are examples of visual aids except:
Because opposites attract, salespeople should avoid matching their prospects communication style.
When is the right time to request an appointment to a prospect?
A firm’s products move from the manufacturer to the final user through a series of institutions called a production network.
Salesmen should concentrate on sales volume and quotas instead of worrying about profitability, which is top management’s job.
Which of the following is not a component of services:
Personal selling involves an alive, immediate, and interactive relationship between two or more persons.
A prospect is most of the time helpless in making buying decisions.
Changing/twisting current received information, inconsistent with beliefs is called selective exposure.
Lack of money is one of the common reasons customers object.
Benchmarking is comparing one's performance with the best in the organization.
Which of the following is one of the aspirations of buyers when they purchase goods and services?
The following are types of prospects except:
All are advantages of being a salesman except:
Anticipating objections is one of the ways on how salesman can handle it.
It is important to know the background of the prospect for the salesman to know his/her financial capacity.
If you aren't positive, then most likely your customers aren't either.
Auto suggestion is one that suggest prospect to buy your product.
Buyers want product solutions that add value which means a salesperson needs to:
Selling involves men and women who find selling a rewarding career.
Social needs are inborn needs of a man.
Good customer discovery always focuses on asking open-ended questions.
Which of the following is not an example of B2B Sales Promotion Technique?
Best approach is to acknowledge that the prospect is incorrect.
Presentation provide knowledge via features, advantages, and benefits of your product, marketing plan, and business proposition.
It is the sum total of a person characteristics such as compulsiveness.
Proper grooming enables prospects to buy your product instantly without hesitation.
Selling isn't telling your story it is listening to theirs.
Placing two or more brand names on a product or its package is known to be as family brand.
The following are the psychological traits required for a salesman except:
Buyers who have positive experience with the product will surely buy the same product the next time around.
Sell quality and uniqueness if the buyer argues price.
Salespeople play a key on relationship marketing.
The exclusive right to use a brand or part of a brand is called trademark.
Adjusting to different situations that the environment calls for is known as_________________.
In helping the buyer arrive at the best decision, the salesman must look into:
Objection is not a normal part of selling.
Selling is a skill developed through experience.
With the widespread use of the telephone in business and industry, sales appointments are often consummated through the telephone.
Knowing the features of the product can increase the confidence of the buyers.
Salesmen can't work without strict supervision.
Which of the following is a common method of approaching?
The urge that makes people buy or make purchase on a regular basic are called patronage motives.
A salesperson resolved concerns and provides additional information needed by a customer when answering questions.
Efficient management of time is important for salespeople to succeed.
Which of the following is an example of specialty goods?
They are sales people who may sell to wholesalers, retailers, or other middlemen.
The following are examples of convenience goods except:
Customers are willing to buy the products when___________________________.
The following are approach Methods that a Salesman can use except:
This activity involves the supplying of information to help solve the costumer merchandising.
Studying the buying behavior of Filipinos usually involves complicated series of process.
Consumer Buying Behavior refers to the buying behavior of the ultimate consumer.
Motives often operate at a subconscious level therefore are easy to measure.
To qualify prospects means to identify their potential to become clients of the product and the company.
Using different brand names for different products is called co branding.
Which of the following is an example of B2C Sales Promotion Technique?
An ineffective approach allows a smooth transition into discussing your product’s features, advantages, and benefits.
Remembering inputs that support beliefs, forgetting those that don't is called selective distortion.
Customer needs more time to think about our product, wants to look around more.
To keep your customer around for the long haul, they must see logic in your product or service.
Concern usually involved quality, size, brand appearance, name, style, construction, weight, and/or durability.
An effective salesman can sell anything to anybody.
Want is an intense feeling which is longing to own and use something of value.
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 .
It is the mental and moral force that causes one to face danger, fear or difficulty.
Trade shows are example of_____________.
Which of the following is not a salesperson's role:
Sources of information about a product may come from:
Verbal communication must take place face-to-face.
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.
Good customer discovery always focuses on asking to clarify.
Successful sales presentations have twice as many objections as those presentations that are unsuccessful.
Normally businessman set their price at different level of its major rival.
Interpreting information is based on what is already familiar, on knowledge that is stored in the memory.
Advertising is usually focused or pinpointed on prospective customers. It considers the needs, desires and buying problems of the customers.
A motive is an internal energizing force that orients a person's activities toward satisfying a need or achieving a goal.
Internal forces are the sum total of an individual social environment.
Defined as the predisposition to behave in a consistent way award a person or class of object.
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.
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.
Appearance refers to the way you carry your self.
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