PROFESSIONAL SELLING EXAM 1 CH 1-
5 2025 QUESTIONS AND ANSWERS
Modern day selling is: - ANS customer centric
what is customer centric selling? - ANS the customer is the center of everything the
salesperson
personal selling - ANS human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - ANS for the salesperson to add value to the buyer
value - ANS the total benefit that the sellers products/services provided to the buyer
customer value proposition - ANS bundle of buyer specific benefits (example: BMW -->
status symbol, luxury car)
ways to add value: - ANS provide interface between buying and selling companies to build
trust and commitment
why is it important to provide interface between the buyer and seller - ANS to develop long
term beneficial relationships and people use selling all the time
internal selling - ANS engineers convince managers to support their r&d projects
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, go-to-market strategy - ANS options firms have in how they can approach customers as they
add value
personal selling allows: - ANS most flexibility
what is the most expensive form of selling - ANS personal selling (around 400 a person)
value= - ANS benefits received-(selling price + time & effort to purchase)
four key points of salespeople - ANS -client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - ANS communicate with the customer face to face at the customers
location
inside salespeople - ANS communicate with by telephone or computer at employers location
characteristics of successful salespeople - ANS -customer product and knowledge
-confidence and optimism
-emotional intelligencd
emotional intelligence - ANS understanding/regulating one's own emotions to read/respond
to the emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - ANS the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - ANS true
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
5 2025 QUESTIONS AND ANSWERS
Modern day selling is: - ANS customer centric
what is customer centric selling? - ANS the customer is the center of everything the
salesperson
personal selling - ANS human driven interaction between with individuals/organizations
(interpersonal comm)
what is the goal of personal selling? - ANS for the salesperson to add value to the buyer
value - ANS the total benefit that the sellers products/services provided to the buyer
customer value proposition - ANS bundle of buyer specific benefits (example: BMW -->
status symbol, luxury car)
ways to add value: - ANS provide interface between buying and selling companies to build
trust and commitment
why is it important to provide interface between the buyer and seller - ANS to develop long
term beneficial relationships and people use selling all the time
internal selling - ANS engineers convince managers to support their r&d projects
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 1
, go-to-market strategy - ANS options firms have in how they can approach customers as they
add value
personal selling allows: - ANS most flexibility
what is the most expensive form of selling - ANS personal selling (around 400 a person)
value= - ANS benefits received-(selling price + time & effort to purchase)
four key points of salespeople - ANS -client relationship manager
-account team manager
-vendor/channel manager
-info provider to their firm
field salespeople - ANS communicate with the customer face to face at the customers
location
inside salespeople - ANS communicate with by telephone or computer at employers location
characteristics of successful salespeople - ANS -customer product and knowledge
-confidence and optimism
-emotional intelligencd
emotional intelligence - ANS understanding/regulating one's own emotions to read/respond
to the emotions of others (knowing, controlling, reorganizing, and using emotions)
ethics - ANS the principles governing behavior of an individual of a group
t/f ethics vary from country to country, person to person - ANS true
Copyright ©2025 BRIGHTSTARS ALL RIGHTS RESERVED 2
