mar3400 chuck viosca fsu exam 1 UPDATED ACTUAL Questions And Correct
Answers
Terms in this set (82)
emotional intelligence this includes emotional awareness, managing emotions, and reasoning with
emotions.
curiosity need to be motivated by learning new things.
, sales representatives need these to succeed today intelligence, emotional intelligence, and curiosity
benefits of sales great income, regular and immediate feedback, psychologically rewarding, and
high visibility
what sales shouldn't be pushy and aggressive, annoying, and outgoing and charismatic.
an important part of building trust putting the customer needs and/or interests first
how trust is built it is developed slowly and declines rapidly
how to protect trust protect it, can't take advantage, and fulfill obligations
what are the main components of projecting a simplicity, appropriateness, and quality
professional image in the way we dress
what are the main components of projecting a speak confidently, have a good handshake, and pay attention to body language
professional image in non-verbals
ethics and your career -your reputation isn't a secret. if you fail to have good ethical values, you can lose
trust of both your employers and customers.
personal damage when you lose respect for yourself it is a much greater loss than your career
entertaining -this is important because it's a part of the job, networking, and it's a way to
manage your career.
-it's concerning because most of the time it's free and almost unlimited, and some
reps can't separate from socializing
-this is managed by setting limits, establishing expectations, communicating with
management and employees, and knowing the difference between socializing
persuasion vs. manipulation the difference lies in the intent and transparency of the process.
persuasion best available info, collective interest, rational
manipulation manipulation: selected info, self interest, emotional. this means someone is forced.
gifts vs. bribes with gifts, you do not expect something in return
backdoor selling when salespeople ignore the purchasing agent's policy, go around his or her
back, and contact other people directly involved in the purchasing decision.
uniform commercial code (ucc) set of rules that all states can agree on.
agency, sale, oral vs. written contracts,
reciprocity you buy my product, i'll buy yours. this is only unethical if it is forced
Answers
Terms in this set (82)
emotional intelligence this includes emotional awareness, managing emotions, and reasoning with
emotions.
curiosity need to be motivated by learning new things.
, sales representatives need these to succeed today intelligence, emotional intelligence, and curiosity
benefits of sales great income, regular and immediate feedback, psychologically rewarding, and
high visibility
what sales shouldn't be pushy and aggressive, annoying, and outgoing and charismatic.
an important part of building trust putting the customer needs and/or interests first
how trust is built it is developed slowly and declines rapidly
how to protect trust protect it, can't take advantage, and fulfill obligations
what are the main components of projecting a simplicity, appropriateness, and quality
professional image in the way we dress
what are the main components of projecting a speak confidently, have a good handshake, and pay attention to body language
professional image in non-verbals
ethics and your career -your reputation isn't a secret. if you fail to have good ethical values, you can lose
trust of both your employers and customers.
personal damage when you lose respect for yourself it is a much greater loss than your career
entertaining -this is important because it's a part of the job, networking, and it's a way to
manage your career.
-it's concerning because most of the time it's free and almost unlimited, and some
reps can't separate from socializing
-this is managed by setting limits, establishing expectations, communicating with
management and employees, and knowing the difference between socializing
persuasion vs. manipulation the difference lies in the intent and transparency of the process.
persuasion best available info, collective interest, rational
manipulation manipulation: selected info, self interest, emotional. this means someone is forced.
gifts vs. bribes with gifts, you do not expect something in return
backdoor selling when salespeople ignore the purchasing agent's policy, go around his or her
back, and contact other people directly involved in the purchasing decision.
uniform commercial code (ucc) set of rules that all states can agree on.
agency, sale, oral vs. written contracts,
reciprocity you buy my product, i'll buy yours. this is only unethical if it is forced
