MAR3400 Professional Selling Exam 1 Unit Quiz

Ultimately the best salespeople will likely become the leaders of sales teams. Why?

1. The sales process will become more complex 2. The scope of the job will become broader 3. The time horizon will lengthen.

Which sales role requires the least amount of cold calling?

Consumer Goods Area Manager

Selling to a government agency or large institution can present which of the following unique challenges?

Increased bureaucracy, Uncertain process, many layers of approval, longer sales cycle

Which of the following sales roles typically requires that the salesperson provide leadership to a team of product experts?

Industry Sale Engineer

During the 1970s and 1980s, Zig Ziglar taught a sales methodology that was later formalized into a process by Xerox Learning Systems. It is described as

Needs Satisfaction Selling

It apple introduced an innovative new personal health monitoring device, which type of validity would they most likely have to demonstrate to consumers?

Product validity

Which of the following examples represents a selling context more oriented toward a more passive, customer service type of selling role

Retail apparel sales

The evolution of the salesperson's role since the early 1990s has been driven primarily by

the availability of information

Which of the following is the largest determinant of differences in selling context

the complexity of the product

prior to the 1970s the primary selling methodology could be described as transactional selling. This was driven by

the manufacturing economy