MARKETING 3580 PROFESSIONAL
SELLING EXAM 1 2025 QUESTIONS AND
ANSWERS
Sales Agility - ANS Is an individual who is continuously ready for change. They're dynamic,
quick to see opportunities, understands the importance of agility in changing environments,
embraces change, and growth oriented.
Professional Selling - ANS the interpersonal communication process in which a seller
uncovers and satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of
both parties
Referrals - ANS Names provided by satisfied customers of other people who might buy a
product
Pre-Approach - ANS The search for people and organizations that have a high likelihood of
buying
Sales Process - ANS the set of steps a salesperson goes through in a particular organization to
sell a particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
, Conviction & Motivation
Completion & partnering
SP) Preparation - ANS is the first in a series of sequential actions that comprise the "SCIENCE"
of selling. The way you apply these sequential actions is the "ART" of selling. It involves finding
out the 3 W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also
broken down into 2 phases. Pre-approach and Prospecting.
SP) Attention - ANS how to gain initial interest by making a positive 1st impression and
getting the prospect too focus on your business proposition
SP) examination - ANS how to ask the right questions in a powerful sequence to determine a
specific customer's primary concerns (what they want) and the customer's dominant buying
urge (why they want it).
SP) prescription - ANS how to present a solution that demonstrates your understanding of
the customer situation, problems, needs, and wants which can either forge a new business
relationship or strengthen an existing one.
SP) Conviction & Motivation - ANS how to handle objection effectively answering prospects
concerns and encouraging customers to purchase through the presentation value.
SP) Completion & Partnering - ANS How to finalize the arrangement for the sale of a
product/service that possesses competitive value in a manner that will delight the customer
and lead to a long term business relationship
I^3 Rationale for Sales - ANS Independence, Impact, Income
C.A.N. Target Companies - ANS C- Characteristics
A- Activities
2 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
SELLING EXAM 1 2025 QUESTIONS AND
ANSWERS
Sales Agility - ANS Is an individual who is continuously ready for change. They're dynamic,
quick to see opportunities, understands the importance of agility in changing environments,
embraces change, and growth oriented.
Professional Selling - ANS the interpersonal communication process in which a seller
uncovers and satisfies the NEEDS and WANTS of a prospect to the mutual, long-term benefit of
both parties
Referrals - ANS Names provided by satisfied customers of other people who might buy a
product
Pre-Approach - ANS The search for people and organizations that have a high likelihood of
buying
Sales Process - ANS the set of steps a salesperson goes through in a particular organization to
sell a particular product or service
Which includes:
Preparation
Attention
Examination
Prescription
1 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
, Conviction & Motivation
Completion & partnering
SP) Preparation - ANS is the first in a series of sequential actions that comprise the "SCIENCE"
of selling. The way you apply these sequential actions is the "ART" of selling. It involves finding
out the 3 W's. "WHO -the prospects are, WHAT - they need, WHY - they need it" It is also
broken down into 2 phases. Pre-approach and Prospecting.
SP) Attention - ANS how to gain initial interest by making a positive 1st impression and
getting the prospect too focus on your business proposition
SP) examination - ANS how to ask the right questions in a powerful sequence to determine a
specific customer's primary concerns (what they want) and the customer's dominant buying
urge (why they want it).
SP) prescription - ANS how to present a solution that demonstrates your understanding of
the customer situation, problems, needs, and wants which can either forge a new business
relationship or strengthen an existing one.
SP) Conviction & Motivation - ANS how to handle objection effectively answering prospects
concerns and encouraging customers to purchase through the presentation value.
SP) Completion & Partnering - ANS How to finalize the arrangement for the sale of a
product/service that possesses competitive value in a manner that will delight the customer
and lead to a long term business relationship
I^3 Rationale for Sales - ANS Independence, Impact, Income
C.A.N. Target Companies - ANS C- Characteristics
A- Activities
2 COPYRIGHT © 2025 SIRJOEL ALL RIGHTS RESERVED
