MKT 420: Professional Selling Test
1
1. why do you study selling: interviews
promotion
helps consumers and professionals demand
2. what happens if one person messes up selling to a customer: it affects the whole organization
3. what is the only way money comes in an organization: salespeople
4. good salespeople can be trained? T/F: true
5. eras of salespeople: production era sales
era
marketing era
parterning era
6. what was wrong with production era: demand exceeded supply and there was no compromise
because the customer was not thought about
7. Ford Model T: the customer can have any color they want, if it is black
8. what era was the Ford Model T: production era
9. what shifted the market from the production era to the sales era: crash of 1929
10.what happened and was the problem in the sales era: competition between manufacturers
increased but there was not demand to buy
11.how did people in the sales era meet quota: they lied
12.when was the marketing era: late 1950s and 1960s
13.what happened in the marketing era: emphasis shifted to satisfy customer needs but sales
became more complicated
14.why was there no competition in the marketing era: companies would not tell about new
products coming out
15.when was the partnering era: early 1990s
16.what happened in the partnering era: emphasis shifted to the benefits of cooperation
17.what positive thing happened in partnering era: companies told about new products so others
could give advice on how to improve
18.personal selling: personal communication of information unselisfhly
persuade someone
to buy something
marketing mix
19.types of sales jobs: retail selling direct
selling
wholesale
manufacturer selling
1/
5
, MKT 420: Professional Selling Test
1
20.retail selling: sells goods or services to consumers for their personal, non-busi- ness use
21.direct selling: Face to face sales to consumers, typically in their homes, who use the
products for their non-business personal use
22.selling for a wholesaler: -for resale
-for use in producing other goods
-for use within an organization
23.selling for a manufacturer: working for the firm who manufacturers the product usually one of
the most prestigious jobs to hold
24.example of retail selling: car
restuarant
25.example of direct selling: door to door sales, landscaping
26.reasons for choosing a sales career: service to others variety of
sales jobs
freedom
challenge
advancement
rewards
27.the golden rule pf personal selling: unselifshly treating others as you would like to be
trreated without expecting something in return
28.who was Normal Hall: salesman for Fuller Brush
29.what is the theory about sales: that it is dead
30.how much % of time do people spend engaging in non sales selling: 40%
31.why is sales thriving: entreprenuership elasticity
education and medicine
32.buyer beware vs seller beware: customers are typically more knowledgeable about a product
than the seller
33.caveat venditor: seller beware
34.3 myths of sales people: sales people do not have to be smart sales
requires being greedy
some people were born to sell
35.what does the VP of sales believe the difference between high and low salespeople is:
closing
36.what are good for low value sales: objection handling probing
closing
37.what are low value sales: they have low value and can be closed in one call
2/
5
1
1. why do you study selling: interviews
promotion
helps consumers and professionals demand
2. what happens if one person messes up selling to a customer: it affects the whole organization
3. what is the only way money comes in an organization: salespeople
4. good salespeople can be trained? T/F: true
5. eras of salespeople: production era sales
era
marketing era
parterning era
6. what was wrong with production era: demand exceeded supply and there was no compromise
because the customer was not thought about
7. Ford Model T: the customer can have any color they want, if it is black
8. what era was the Ford Model T: production era
9. what shifted the market from the production era to the sales era: crash of 1929
10.what happened and was the problem in the sales era: competition between manufacturers
increased but there was not demand to buy
11.how did people in the sales era meet quota: they lied
12.when was the marketing era: late 1950s and 1960s
13.what happened in the marketing era: emphasis shifted to satisfy customer needs but sales
became more complicated
14.why was there no competition in the marketing era: companies would not tell about new
products coming out
15.when was the partnering era: early 1990s
16.what happened in the partnering era: emphasis shifted to the benefits of cooperation
17.what positive thing happened in partnering era: companies told about new products so others
could give advice on how to improve
18.personal selling: personal communication of information unselisfhly
persuade someone
to buy something
marketing mix
19.types of sales jobs: retail selling direct
selling
wholesale
manufacturer selling
1/
5
, MKT 420: Professional Selling Test
1
20.retail selling: sells goods or services to consumers for their personal, non-busi- ness use
21.direct selling: Face to face sales to consumers, typically in their homes, who use the
products for their non-business personal use
22.selling for a wholesaler: -for resale
-for use in producing other goods
-for use within an organization
23.selling for a manufacturer: working for the firm who manufacturers the product usually one of
the most prestigious jobs to hold
24.example of retail selling: car
restuarant
25.example of direct selling: door to door sales, landscaping
26.reasons for choosing a sales career: service to others variety of
sales jobs
freedom
challenge
advancement
rewards
27.the golden rule pf personal selling: unselifshly treating others as you would like to be
trreated without expecting something in return
28.who was Normal Hall: salesman for Fuller Brush
29.what is the theory about sales: that it is dead
30.how much % of time do people spend engaging in non sales selling: 40%
31.why is sales thriving: entreprenuership elasticity
education and medicine
32.buyer beware vs seller beware: customers are typically more knowledgeable about a product
than the seller
33.caveat venditor: seller beware
34.3 myths of sales people: sales people do not have to be smart sales
requires being greedy
some people were born to sell
35.what does the VP of sales believe the difference between high and low salespeople is:
closing
36.what are good for low value sales: objection handling probing
closing
37.what are low value sales: they have low value and can be closed in one call
2/
5
