Exam 13: Professional Selling

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

Boundary spanners typically are the first to learn about _____.

_____ set their own hours,determine their own activities,and manage themselves.

_____ are short-term bonus payments companies use to encourage salespeople to sell certain products.

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

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

List three types of closes used in a sales process.

Independent agents often sell products from just one company,as they are hired by individual sellers.

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

Lead management is the process of _____ in order to grow new business.

A situation in which a buyer and seller jointly invest resources and share their expertise to create solutions designed to grow one another's businesses is known as _____ selling.

The needs identification stage involves the salesperson qualifying a prospect.

List common ethical issues salespeople may encounter.

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

Buyers are often limited as to what gifts they can accept from a seller because they could be considered as _____.

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.

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

Salespeople do not pursue all available accounts.

In what way do salespeople act on behalf of their companies?

Independent lead management systems are information systems that are able to track leads all the way from the point at which the marketer identifies them to when they are closed.