Fundamentals of Selling Exam 1

FUNDAMENTALS OF SELLING - 2009FA (MKT12380-2009FA) > TAKE ASSESSMENT: MODULE 1 EXAM CHAPTERS 1, 2 & 3

1. What is the traditional definition for personal selling? How does the traditional definition differ from the new one in the text?

The traditional definition of personal selling is the concept of personal communication of information in hopes of persuading a prospective customer to buy a good, service, idea, or anything that satisfies the needs of that individual.

The main difference between the traditional definition and the new one used in the text is centered on the addition of the term “unselfishly”. It stresses a care for the customer and the wish to help the customer satisfy his or her needs.

2. Why do non-salespeople study sales courses?

Everyone sales, and communicates. The text used examples such as getting a date, a raise, an increased grade, or applying for a new job of everyone selling. Some people seek and take sales classes to improve their communication skills and to learn some of the techniques that are taught in these classes to improve on these communication skills to become and create a more attractive “product” in the dating world, job market, or class room.

3. Briefly explain the differences between order-takers and order-getters.

Order takers have no sales strategy or presentation. They only take orders by asking what the customer wants or waiting for the customer to order.

Order getters create and retain sales with creative sales strategies and a well executed sales presentation.

4. The text lists three categories of important skills that are necessary for a salesperson's success. List and explain them.

Conceptual skills – Is the cognitive ability to see the selling process as a whole and the relationship among its parts. It involves the seller’s thinking and planning ability and the knowledge of where the product fits. These skills allow the seller to think strategically....