Exam 13: Professional Selling

The key metric by which salespeople are evaluated is generated revenue.

When a company hires a call center to make phone calls and set up appointments,it is outsourcing only the _____ conversion portion of the sales cycle.

Salespeople are an important part of the U.S.economy.

_____,a form of unethical sales behavior,unfairly reduces or eliminates a buyer's ability or opportunity to make a choice.

Describe the sales cycle.

The funnel refers to how long it takes to close a sale.

A strategic partnership is one in which both the buyer and the seller commit _____ and _____.

Explain how companies manage ethical practices.

Companies use a(n)_____ to provide a mechanism for salespeople to enter customer data and for others to retrieve it.

Companies hire _____ to manage the relationships with outsourced sales staff.

A role conflict entails a(n)_____ wanting one thing while a(n)____ wants another thing.

An objection is a statement by the buyer of _____ about an offer or salesperson.

Salespeople act on behalf of both their employer and customer.

A sales quota refers to the minimum level of sales performance for an individual salesperson.

Lynn called a lead to introduce herself and her company.She is engaging in the _____ step in the sales process.

From the buyer's point of view,an independent agent can be the best option for finding a good offer with little hassle.

_____ involves a selling strategy in which a salesperson uses special expertise to create a somewhat customized solution to a buyer's problem.

Brochures and case studies are examples of _____.

List three types of closes used in a sales process.

Alex is trying to close a deal with a customer but he is experiencing _____ because his boss wants him to sell a year's supply of products while the customer only needs six months' worth of products.