1. Developing a personal selling philosophy is a time consuming and difficult process.

T F

2. Some aspects of effective selling are ambiguous.

T F

3. Relationship selling means you start by selling to family members first

T F

4. Information technology and social media hurts personal selling efforts.

T F

5. Salespeople should spend 75% of their time prospecting for new potential clients.

T F

6. The marketing concept means you have to figure out the right price a customer is willing to pay.

T F

7. Customer satisfaction is the number one goal of sales.

T F

8. Personal selling plays a minor role in a companies marketing budget.

T F

9. Identifying a customers needs accurately help is getting a big commission cheque.

T F

10. Does partnering really exist in professional sales, if so, does it help?

T F

11. Can a salesperson who has no ethical standards succeed in sales?

T F

12. Emotional intelligence is the ability for a sales person to pick out someone who will buy.

T F

13. Emotional is far more important in selling as compared to IQ.

T F

14. Problem solving in sales means getting the customer to buy your product.

T F

15. Role models help train salespeople to try to close a sale often, in spite of any objections.

T F

16. You create value in a sale by insuring your customer buys something from you.

T F

17. Does honesty play a role in long term sales success.

T F

18. Great salespeople do not worry to much about what others think of them.

T F

19. All salespeople have a clear self concept.

T F

20. Non-verbal messages are not as important as verbal messages when it comes to making the sale .

T F

Question # 1

Briefly describe the first three things you as the salesperson would do and say, when you meet a new sales prospect?

Question # 2

In your own words describe the theory behind relationship-selling?

Question # 3

Tell me in 2-3 three paragraphs how you would go about defining, and creating your own sales self-concept?

Question # 4

In 2-3 paragraphs describe in your own words three different and important ways a salesperson can have an impact on a sales prospect.

Question # 5

Tell me kin your own words (2-3 para.) the most important lessons you have learned about, yourself, professional sales, and how to be a truly great salesperson?

Question # 6

Describe in detail, the steps involved in creating your own sales plan aimed at being a super salesperson.