FINAL STUDY GUIDE PROFESSIONAL SELLING MAR3400 EXAM
QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS
GRADED A++ LATEST UPDATE
VALUE-ADDED
Benefits received that are not included in the purchase price of the individual good or
service.
Unit cost
a small component price of a product's total cost
acquaintance
people you know, but you know little about them
advantages
the performance characteristics of a product that describes how it can be used or will
help the buyer
Features, Advantages, and Benefits
F-A-B
features
The F in FAB
advantages
The A in FAB
benefits
The B in FAB
, What should a salesperson do after finishing the sales presentation?
Use a trial close to determine the prospect's attitude
Which term refers to opposition or resistance by the prospect to information or to
the salesperson's request?
Sales objection
When an objection turns into a condition of sale, it most likely means that:
if the salesperson meets the prospect's request, the prospect will buy.
An objection from a prospective buyer indicates:
they have reached the "interest" stage
After "interest," the next stage of a buyer's mental steps sequence is:
Desire
In handling objections, a salesperson should:
be prepared to respond at any time during the presentation.
Ethical behavior:
refers to following the rules and treating others fairly.
All of the following are characteristics of ethical behavior EXCEPT:
maintaining personal sales goals
Which of the following questions would most likely be asked by a person at the
principled level of moral development?
What is the right thing to do?
A company decides to split one of its high-performing territories into two. The
company has also decided to retain the existing salesperson for working in one
QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS
GRADED A++ LATEST UPDATE
VALUE-ADDED
Benefits received that are not included in the purchase price of the individual good or
service.
Unit cost
a small component price of a product's total cost
acquaintance
people you know, but you know little about them
advantages
the performance characteristics of a product that describes how it can be used or will
help the buyer
Features, Advantages, and Benefits
F-A-B
features
The F in FAB
advantages
The A in FAB
benefits
The B in FAB
, What should a salesperson do after finishing the sales presentation?
Use a trial close to determine the prospect's attitude
Which term refers to opposition or resistance by the prospect to information or to
the salesperson's request?
Sales objection
When an objection turns into a condition of sale, it most likely means that:
if the salesperson meets the prospect's request, the prospect will buy.
An objection from a prospective buyer indicates:
they have reached the "interest" stage
After "interest," the next stage of a buyer's mental steps sequence is:
Desire
In handling objections, a salesperson should:
be prepared to respond at any time during the presentation.
Ethical behavior:
refers to following the rules and treating others fairly.
All of the following are characteristics of ethical behavior EXCEPT:
maintaining personal sales goals
Which of the following questions would most likely be asked by a person at the
principled level of moral development?
What is the right thing to do?
A company decides to split one of its high-performing territories into two. The
company has also decided to retain the existing salesperson for working in one
