UCF PROFESSIONAL SELLING EXAM 2
REVIEW 2025 QUESTIONS AND
ANSWERS
How to Become a Rainmaker - Point System - ANS Use the Point System Every Day
1 Point - ANS Getting a lead, a referral, introduction to a decision maker
2 points - ANS Getting an appointment with a decision maker
3 points - ANS Meeting with a decision maker
4 points - ANS Getting a commitment to a close or to an action that directly leads to a close
How to Become a Rainmaker - Precall Planning - ANS Always precall plan
Precall Planning - ANS 90% of all sales are known or lost before the salesperson sees the
customer.
What is prospecting? - ANS The process of locating potential customers for a product or
service
Why is prospecting important? - ANS -Customers lost to competitors
-Customers move out of the territory
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, -customers die or go out of business
-need ceases
-mergers & aquisitions
-for growth
ABC's of prospecting - ANS Always Be Closing
The personal selling process - ANS 1. Prospecting & qualifying
2. Planning
3. The approach and needs id
4. Sales Presentation
5. Negotiating Objectives
6. Confirming & Closing
7. Follow up and servicing account
Most important part of the personal selling process? - ANS Prospecting and qualifying
Most important part of a sales call? - ANS Needs id
Negotiating objectives - ANS 80% can be predicted, 20% is left to human nature
The process from lead to partner - ANS 1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
REVIEW 2025 QUESTIONS AND
ANSWERS
How to Become a Rainmaker - Point System - ANS Use the Point System Every Day
1 Point - ANS Getting a lead, a referral, introduction to a decision maker
2 points - ANS Getting an appointment with a decision maker
3 points - ANS Meeting with a decision maker
4 points - ANS Getting a commitment to a close or to an action that directly leads to a close
How to Become a Rainmaker - Precall Planning - ANS Always precall plan
Precall Planning - ANS 90% of all sales are known or lost before the salesperson sees the
customer.
What is prospecting? - ANS The process of locating potential customers for a product or
service
Why is prospecting important? - ANS -Customers lost to competitors
-Customers move out of the territory
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, -customers die or go out of business
-need ceases
-mergers & aquisitions
-for growth
ABC's of prospecting - ANS Always Be Closing
The personal selling process - ANS 1. Prospecting & qualifying
2. Planning
3. The approach and needs id
4. Sales Presentation
5. Negotiating Objectives
6. Confirming & Closing
7. Follow up and servicing account
Most important part of the personal selling process? - ANS Prospecting and qualifying
Most important part of a sales call? - ANS Needs id
Negotiating objectives - ANS 80% can be predicted, 20% is left to human nature
The process from lead to partner - ANS 1. Lead
2. Qualify
3. Prospect
4. Sell
5. Customer
6. Build relationship
7. Partner
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
