Exam 13: Professional Selling

A(n)____ involves a situation where someone faces competing expectations from two or more people or groups.

A form of selling in which the salesperson memorizes a sales pitch and delivers it verbatim to each prospective customer is known as _____.

People or organizations likely to use new,cutting-edge products are known as _____.

List and describe four types of selling strategies and describe when they can be best utilized.

List common ethical issues salespeople may encounter.

_____ are more likely to occur when the buyer needs a significant amount of expertise from the seller.

A buyer will often ask the salesperson to sign a(n)_____ to protect valuable insider information.

Account managers identify lead users and build relationships with them.

A(n)_____ measures how good a salesperson is at moving customers from one stage in the selling cycle to the next.

The needs identification stage involves the salesperson qualifying a prospect.

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

The characteristics of a qualified prospect includes someone who has the:

The more potential buyers there are in the _____,the more revenue a salesperson is likely to generate.

A(n)_____ is the amount of time or number of steps it takes to close a sale.

Salespeople aid marketers by shortening the sales cycle and improving conversions.

A buyer who needs a significant amount of trust with the seller is looking for a(n)_____.

Salespeople do not pursue all available accounts.

Salespeople are the most appropriate channel for companies that need to sell at a very low cost.

Explain how salespeople help marketing efforts.

It is important to qualify a buyer prior to engaging in the approach.