PROFESSIONAL SALESMANSHIP

Which method involves observing the prospect's mannerisms and behavior?

• Asking questions

• Salesman's personal observation

• Use company records

• Making contacts with company employees

What should a professional salesman do instead of arguing with a prospect?

• Ignore the prospect

• Direct the prospect's thinking

• Use company records

• Contact other salesmen

What do company records usually provide?

• Training materials

• Market information

• List of customers within the territory assigned

• Confidential information

What do sales manuals and training materials describe?

• The prospect's behavior

• Confidential information

• The salesman’s personal observation

• Different types of customers and clients

Who can provide necessary information on market and customer information?

• Company employees

• Other salesmen

• Customers

• Training materials

What is required to survive in sales according to the information provided?

• Working like a horse

• Using company records

• Asking questions

• Making contacts with company employees

What does a salesman devote time to through experience?

• Asking questions

• Studying customer’s behavior

• Using company records

• Making contacts with company employees

Which Filipino consumer characteristic involves the suki system and tawad habit?

• Authoritarianism

• Personalism

• Small-group centeredness

• Dependency

How do Filipino consumers regard individuals in authority?

• With skepticism

• With indifference

• With high esteem

• With suspicion

What influences a Filipino consumer's buying process?

• Personalism

• Authoritarianism

• Small-group centeredness

• Dependency