MAR3400 PROFESSIONAL SELLING EXAM QUESTIONS
AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
Sherwin Williams- "Dump the Truck" problem
when a sales person just throws information at the buyer and ends up losing the sale
because the buyer is confused; no more "walking brochures"
Size of Sherwin Williams as a company
40,000
Sales institute model
success happens when preparation meets opportunity
Size of Gannett Media as a company and in their industry
92 local media organization in 33 states
160 local news brands online in the UK
Top 10 US news and information category
9 million readers
Gannett speaker suggested ways to determine how much a company can spend
on social media (budget)
prospecting
evaluate the clients current situation
,evaluate their knowledge of your findings and uncover their needs
*asking them what their customer is worth helps you create the budget*
Gannett speaker mentioned the reason that relationship selling was so rewarding
people buy from who they like
'New Way of Selling"
- more urgent
- not just a walking brochure
- more fast paced
Tips for success
- take what works for you instead of doing what reps tell you to do
- learn & keep your head down
- don't procrastinate; do what needs to be done
Ethics
the principles governing behavior of an individual or group; these principles establish
appropriate behavior, indicating what is right and wrong
Deception
- bribes, gifts, and entertainment (many people can not accept gifts)
- special treatment (there has to be a reason)
- confidential information (have to keep confidential information about private companies
to yourself)
- backdoor selling
Administrative law
, established by local, state, or federal regulatory agencies
- interpret the statutory laws and see if the administrative agencies are regulating
correctly
Implied warranty
When you buy something that has a normally accepted capability
Reciprocity
what you do for someone else, they do for you; this is fine UNLESS it is forced
Tying agreements
in order to buy one thing from me, i force you to buy something else from me
Social styles
- driver
- expressive
- amiable
- analytical
Characteristics of a driver
- emotionally controlled
- tell you how things are going to work
- willing to accept risk
- want to move quickly
- value efficiency over relationships
office: usually very neat and have certificates on wall
Characteristics of an expressive
AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED
Sherwin Williams- "Dump the Truck" problem
when a sales person just throws information at the buyer and ends up losing the sale
because the buyer is confused; no more "walking brochures"
Size of Sherwin Williams as a company
40,000
Sales institute model
success happens when preparation meets opportunity
Size of Gannett Media as a company and in their industry
92 local media organization in 33 states
160 local news brands online in the UK
Top 10 US news and information category
9 million readers
Gannett speaker suggested ways to determine how much a company can spend
on social media (budget)
prospecting
evaluate the clients current situation
,evaluate their knowledge of your findings and uncover their needs
*asking them what their customer is worth helps you create the budget*
Gannett speaker mentioned the reason that relationship selling was so rewarding
people buy from who they like
'New Way of Selling"
- more urgent
- not just a walking brochure
- more fast paced
Tips for success
- take what works for you instead of doing what reps tell you to do
- learn & keep your head down
- don't procrastinate; do what needs to be done
Ethics
the principles governing behavior of an individual or group; these principles establish
appropriate behavior, indicating what is right and wrong
Deception
- bribes, gifts, and entertainment (many people can not accept gifts)
- special treatment (there has to be a reason)
- confidential information (have to keep confidential information about private companies
to yourself)
- backdoor selling
Administrative law
, established by local, state, or federal regulatory agencies
- interpret the statutory laws and see if the administrative agencies are regulating
correctly
Implied warranty
When you buy something that has a normally accepted capability
Reciprocity
what you do for someone else, they do for you; this is fine UNLESS it is forced
Tying agreements
in order to buy one thing from me, i force you to buy something else from me
Social styles
- driver
- expressive
- amiable
- analytical
Characteristics of a driver
- emotionally controlled
- tell you how things are going to work
- willing to accept risk
- want to move quickly
- value efficiency over relationships
office: usually very neat and have certificates on wall
Characteristics of an expressive
