Sales Profession
True or False – All salespeople are outgoing extroverts by nature.
False – Many introverts succeed in sales.
True or False – Someone can be guilty of harassment even without physical contact.
True
True or False – The only relationship that matters in selling is salesperson to customer.
False
What is the process of finding potential customers with the need, authority, and ability to buy called?
Prospecting
True or False – Some people are born great salespeople and don’t need training.
False
Which statement about salespeople today is NOT true?
A) They are pushy closers
B) They act as the eyes/ears of the company
C) They manage their own territories
D) They think quickly on their feet
A) They are pushy closers
Which ethical approach focuses on judging actions based on their end results?
Teleological ethics
Why is multicultural diversity valuable in sales organizations?
It improves relationships, reflects markets, and brings in broader perspectives.
Put these sales cycle steps in order: Prospecting, Follow-up, Pre-approach, Need discovery, Handling objections, Approach, Presentation, Closing.
Prospecting, Pre-approach, Approach, Need discovery, Presentation, Handling objections, Closing, Follow-up.
What is one reason people choose a sales career?
Variety of jobs, opportunities, and direct income potential.
What does it mean when a salesperson is considered an 'order taker'?
They mainly process routine reorders or deliveries for existing customers.
Falsifying an expense report violates responsibility to which group?
The company
Relationship salespeople typically do which two things?
Take time to know the customer’s business and offer tailored solutions.
In sales, making a recommendation before understanding customer needs is considered what?
Malpractice (like prescribing before diagnosing).
Which is NOT a trait of successful salespeople?
A) Creativity
B) Product knowledge
C) Self-discipline
D) Problem-solving
E) Avoiding hard work
E) Avoiding hard work
Which statement about sales as a profession is correct?
A) Introverts can succeed
B) Persuasion is innate only
C) You only need to understand others, not yourself
D) All of the above
A) Introverts can succeed
Under the Uniform Commercial Code, when is a sales offer legally binding?
When an agreement is in writing
Continuous quality improvement means focusing on healthy relationships both inside and outside of what?
The organization.
What tool helps keep a sales appointment on track while letting the buyer feel in control?
Asking effective questions.
What is the current trend in professional selling?
Problem-solving and relationship-based selling.
What is often the biggest challenge salespeople face at the start of their job?
Finding quality leads (prospecting).
Which three ethical guidelines help prevent a 'dog-eat-dog' society?
Truth telling, universal nature, responsibility for one’s actions
If salespeople build trust effectively, where should they spend the LEAST time in the sales cycle?
In the closing stage.
What is usually the buyer’s main goal when making a purchase?
To improve efficiency and results for their organization.
Why do companies provide ongoing sales training?
Because markets, products, and skills are always changing.