Exam # 1 - chapters 1 through 4.
Underline and Highlight answers.
1. Learning personal selling principles will probably
a. cause ones ethical standards to deteriorate.
b. improve ones chances for success in virtually any
BA264 CH4 Key Terms
Personal Selling Process (PSP): the seven-stage process of professional personal selling, from
prospecting and qualifying prospects to following up and servicing customers.
Prospecting: the process of searching for lea
BA264 CH3 Key Terms
Ethics: moral code of conduct and principles that govern individuals and societies in determining
what is right or wrong.
Quid Pro Quo Harassment: a person in authoritys demand for sexual favors from an employee in
September 27, 2016
Chapter 4 Case Study
1. After hearing Charlie describe his week, what do you think his sales manager, Melinda,
will say to him?
I believe that Melinda would tell Charlie to call Carl Avery back and have him
BA264 Case 3.1
September 20, 2016
1. What do you think about George Faguss approach to personal selling? Why
do you think hes viewed as a top performer at Spearhead Technologies?
I think that Georges approach to personal selling is unethi
October 4, 2016
Chapter 5 Case Study
1. What do you think are Johns major problems as a salesperson?
It seems like John doesnt have a lot of experience in dealing with potential
prospects. He doesnt do any research to know abo
BA264 CH5 Key Terms
Preapproach: the approach-planning stage of the selling process.
Approach: the first face-to-face contact with the prospect.
SMART: a method of setting sales call objectives that are Specific, Measurable, Achievable,