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