Professional Selling Test 1 Set 3

Front 1

an auction in which a buyer offers a contract and sellers bid

Back 1

reverse auction-ebay

Front 2

the modern era is all about

Back 2

relationships

Front 3

the ability to effectively understand and use your own emotions and those of pepole with whom you interact. includes four aspects: knowing your own feelings and emotions as they are happening, controlling your emotions so you od not act impulsively, recognizing your customer's emotions, and using your emotions to interact effectively.

Back 3

emotional intelligence

Front 4

agreement between cometitors before customers are contacted is a

Back 4

conspiracy

Front 5

competitors working together while the customer is making a purchases decision.

Back 5

collusion

Front 6

employees who cross the organizational boundary and interact with customers or vendors.

Back 6

boundary spanning employees

Front 7

in the consumer channel, ---------are indepedent business people who are paid a commission by a manufacturere for all products or services sold.

Back 7

manufacturer agents

Front 8

special relationship in which two companies agree to buy products from each other.

Back 8

reciprocity

Front 9

payments made by a producer to a reseller's salespeople to motivate the sales pepol to sell the producers products or services

Back 9

spiffs

Front 10

actions by one salesperson that go behind the back of a purchaser to directly contact other members of the buying center

Back 10

backdoor seller

Front 11

is psychological distress brought about by job demands or constraints encountered in the work
environment.

Back 11

felt stress

Front 12

KSA's

Back 12

knowledge, skills, abilities