PROFESSIONAL SELLING TEST 1 EXAM
2025/2026 QUESTIONS AND ANSWERS
100% PASS
Which of the following forms of marketing involves talking with buyers before, during, and after
the sale?
(A) Personal selling
(B) Advertising
(C) Direct marketing
(D) Sales promotion
(E) Electronic marketing - ANS A
Natalie is a college graduate who is seeking a job in business-to-business marketing. She would
prefer to interact with her customers on an individual basis rather than directing her
communications to mass markets. In this context, Natalie should look for a job in _____.
(A) advertising
(B) electronic marketing
(C) direct marketing
(D) personal selling
(E) management - ANS D
pg. 1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
,25. Which of the following is the most important part of marketing communications in
business-t-
-business marketing?
(A) Advertising
(B) Sales promotion
(C) Direct marketing
(D) Electronic marketing
(E) Personal selling - ANS E
John is a salesperson who relies heavily on creating sales strategies centered around gaining his
customers' trust and confidence and meeting their needs. His main focus is on delivering
customer
value. In this context, John relies on the _____ form of personal selling.
(A) consultative selling
(B) mental states selling
(C) trust-based relationship selling
(D) stimulus response selling
(E) traditional selling - ANS C
. A salesperson who follows the trust-based relationship selling strategy when dealing with his
or
her customers is expected to be actively involved in:
(A) maximizing sales in the short run.
(B) convincing the customers that his or her product is the best.
(C) moving on to a new customer as soon as sales are completed with the previous customer.
(D) solving his or her customers' problems.
(E) pushing his or her products to potential customers. - ANS D
Which of the following is a key difference between trust-based relationship selling and
pg. 2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
,transaction-focused traditional selling?
(A) In trust-based relationship selling the customer is the primary focus, whereas in
transactionfocused traditional selling the salesperson is the primary focus.
(B) In trust-based relationship selling the nature of communication is one-way, whereas in
transaction-focused traditional selling the nature of communication is two-way.
(C) In trust-based relationship selling the salesperson is isolated from the customer's
decisionmaking process, whereas in transaction-focused traditional selling the salesperson is
actively
involved in the customer's decision-making process.
(D) In trust-based relationship selling the desired outcome is order volume, whereas in
transactionfocused traditional selling the desired outcome is mutual benefits.
(E) In trust-based relationship selling the salesperson p - ANS A
Which of the following is true of customer value?
(A) Customer value is not beneficial to personal selling.
(B) Customer value is constituted by the same factors for all types of customers.
(C) Customer value is always determined by the customer and not the salesperson.
(D) Customers always give the highest importance to monetary costs when determining the
value of
a product.
(E) Customers prefer aggressive salespeople when determining the value of a product. -
ANS C
Susan's customers are always concerned about what they are receiving in exchange for what
they are paying. They are concerned about the ways in which Susan is helping them achieve
their
strategic goals and how she is helping them save money. In this context, Susan's prospects are
concerned about _____.
(A) marketing
(B) personal selling
(C) customer value
pg. 3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
, (D) marketing communications
(E) advertising - ANS C
The series of conversations between buyers and sellers that take place over time in an attempt
to build relationships is referred to as _____.
(A) sales advertising
(B) sales dialogue
(C) sales presentation
(D) sales prospect
(E) sales support - ANS B
Ethan is a young salesperson who has conversations with his customers in an attempt to
establish and maintain good relationships with them. His main focus is to gain the confidence of
his
customers through these conversations so that he can determine their needs and help them
fulfill
those needs. In this scenario, Ethan is engaging in _____.
(A) sales training
(B) sales dialogue
(C) sales calling
(D) sales pitching
(E) sales prospecting - ANS B
. _____ is a customer-oriented approach that uses truthful, nonmanipulative tactics to satisfy
the
long-term needs of both the customer and the selling firm.
(A) Sales prospecting
(B) Sales pitching
(C) Sales advertising
pg. 4 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
2025/2026 QUESTIONS AND ANSWERS
100% PASS
Which of the following forms of marketing involves talking with buyers before, during, and after
the sale?
(A) Personal selling
(B) Advertising
(C) Direct marketing
(D) Sales promotion
(E) Electronic marketing - ANS A
Natalie is a college graduate who is seeking a job in business-to-business marketing. She would
prefer to interact with her customers on an individual basis rather than directing her
communications to mass markets. In this context, Natalie should look for a job in _____.
(A) advertising
(B) electronic marketing
(C) direct marketing
(D) personal selling
(E) management - ANS D
pg. 1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
,25. Which of the following is the most important part of marketing communications in
business-t-
-business marketing?
(A) Advertising
(B) Sales promotion
(C) Direct marketing
(D) Electronic marketing
(E) Personal selling - ANS E
John is a salesperson who relies heavily on creating sales strategies centered around gaining his
customers' trust and confidence and meeting their needs. His main focus is on delivering
customer
value. In this context, John relies on the _____ form of personal selling.
(A) consultative selling
(B) mental states selling
(C) trust-based relationship selling
(D) stimulus response selling
(E) traditional selling - ANS C
. A salesperson who follows the trust-based relationship selling strategy when dealing with his
or
her customers is expected to be actively involved in:
(A) maximizing sales in the short run.
(B) convincing the customers that his or her product is the best.
(C) moving on to a new customer as soon as sales are completed with the previous customer.
(D) solving his or her customers' problems.
(E) pushing his or her products to potential customers. - ANS D
Which of the following is a key difference between trust-based relationship selling and
pg. 2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
,transaction-focused traditional selling?
(A) In trust-based relationship selling the customer is the primary focus, whereas in
transactionfocused traditional selling the salesperson is the primary focus.
(B) In trust-based relationship selling the nature of communication is one-way, whereas in
transaction-focused traditional selling the nature of communication is two-way.
(C) In trust-based relationship selling the salesperson is isolated from the customer's
decisionmaking process, whereas in transaction-focused traditional selling the salesperson is
actively
involved in the customer's decision-making process.
(D) In trust-based relationship selling the desired outcome is order volume, whereas in
transactionfocused traditional selling the desired outcome is mutual benefits.
(E) In trust-based relationship selling the salesperson p - ANS A
Which of the following is true of customer value?
(A) Customer value is not beneficial to personal selling.
(B) Customer value is constituted by the same factors for all types of customers.
(C) Customer value is always determined by the customer and not the salesperson.
(D) Customers always give the highest importance to monetary costs when determining the
value of
a product.
(E) Customers prefer aggressive salespeople when determining the value of a product. -
ANS C
Susan's customers are always concerned about what they are receiving in exchange for what
they are paying. They are concerned about the ways in which Susan is helping them achieve
their
strategic goals and how she is helping them save money. In this context, Susan's prospects are
concerned about _____.
(A) marketing
(B) personal selling
(C) customer value
pg. 3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
, (D) marketing communications
(E) advertising - ANS C
The series of conversations between buyers and sellers that take place over time in an attempt
to build relationships is referred to as _____.
(A) sales advertising
(B) sales dialogue
(C) sales presentation
(D) sales prospect
(E) sales support - ANS B
Ethan is a young salesperson who has conversations with his customers in an attempt to
establish and maintain good relationships with them. His main focus is to gain the confidence of
his
customers through these conversations so that he can determine their needs and help them
fulfill
those needs. In this scenario, Ethan is engaging in _____.
(A) sales training
(B) sales dialogue
(C) sales calling
(D) sales pitching
(E) sales prospecting - ANS B
. _____ is a customer-oriented approach that uses truthful, nonmanipulative tactics to satisfy
the
long-term needs of both the customer and the selling firm.
(A) Sales prospecting
(B) Sales pitching
(C) Sales advertising
pg. 4 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
