MKT 420: Professional Selling Exam 2
1. reasons for planning a sells call: builds confidence develops
atmosphere of goodwill
reflects professionalism
increases sales
2. benefit of sales call objective: stay on point and customer won't get off topic which may
result in losing a sale
3. SMART goal meaning: specific
measurable
achievable
realistic
timed
4. minimum call objective: if we do not get to do this then the call was a failure
5. visionary call objective: if we achieve this then we did good
6. you first appearance is projected by: appearance attitude
7. techniques for opening the presentation: statements
demonstration
questions
8. types of statements: intorductory
complimentary
referral
premium
9. types of demonstration: product
showmanship
10.types of questions: customer benefit
curiosity
opinion
shock
multiple quesyions
11.three rules for using questions: -use only questions you can anticipate the answers and
from which you cannot escape the convo
-pause or wait after asking a question
-listen
12.when does the author believe first impressions are more important: small sales
13.when do closing techniques become less effective: as decision size increas- es
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, MKT 420: Professional Selling Exam 2
14.when do closing techqniues have a negative effect: in large sales when buyer is
sophisticated
when there is an ongoing relationship
15.obtaining committment: knowing what level is needed depending on the cus- tomer
16.two outscomes of simple sales: outcome no sale
17.four outcomes of larger sales: order advance
continuation
no sale
18.order: customer makes firm committment to buy
19.advance: involves an action in moving forward
20.conintuation: sale will continue but no specific action has been agreed upon
21.no sale: customer actively refuses a committment
22.four actions salespeople use to obtain comittment: giving attention to inves- tigating and
demonstrating capability
checking that key concerns are covered
summarizing the benefits
proposing a committment
23.two successful outcomes in larger sales: advance and order
24.what makes a good closer: -Asks for the order and then remains quiet
-Gets the order and moves on!
25.what type of closing technique does rackam not like: high pressure
26.types of closing techniques: alternative choice
assumptive
compliment summary
of benefits continuous
minor points
t-account
standing room only
probabilibty
negotiation
technology
27.alternative choice: typically becomes high pressure
asks a customer to make decision between two options and both are purchases "do you
want blue or green"
2/
1. reasons for planning a sells call: builds confidence develops
atmosphere of goodwill
reflects professionalism
increases sales
2. benefit of sales call objective: stay on point and customer won't get off topic which may
result in losing a sale
3. SMART goal meaning: specific
measurable
achievable
realistic
timed
4. minimum call objective: if we do not get to do this then the call was a failure
5. visionary call objective: if we achieve this then we did good
6. you first appearance is projected by: appearance attitude
7. techniques for opening the presentation: statements
demonstration
questions
8. types of statements: intorductory
complimentary
referral
premium
9. types of demonstration: product
showmanship
10.types of questions: customer benefit
curiosity
opinion
shock
multiple quesyions
11.three rules for using questions: -use only questions you can anticipate the answers and
from which you cannot escape the convo
-pause or wait after asking a question
-listen
12.when does the author believe first impressions are more important: small sales
13.when do closing techniques become less effective: as decision size increas- es
1/
, MKT 420: Professional Selling Exam 2
14.when do closing techqniues have a negative effect: in large sales when buyer is
sophisticated
when there is an ongoing relationship
15.obtaining committment: knowing what level is needed depending on the cus- tomer
16.two outscomes of simple sales: outcome no sale
17.four outcomes of larger sales: order advance
continuation
no sale
18.order: customer makes firm committment to buy
19.advance: involves an action in moving forward
20.conintuation: sale will continue but no specific action has been agreed upon
21.no sale: customer actively refuses a committment
22.four actions salespeople use to obtain comittment: giving attention to inves- tigating and
demonstrating capability
checking that key concerns are covered
summarizing the benefits
proposing a committment
23.two successful outcomes in larger sales: advance and order
24.what makes a good closer: -Asks for the order and then remains quiet
-Gets the order and moves on!
25.what type of closing technique does rackam not like: high pressure
26.types of closing techniques: alternative choice
assumptive
compliment summary
of benefits continuous
minor points
t-account
standing room only
probabilibty
negotiation
technology
27.alternative choice: typically becomes high pressure
asks a customer to make decision between two options and both are purchases "do you
want blue or green"
2/
