Name:__Andres Guitarra_______________

B 120 EXAM #1
From the reading material and your pondering assignments please answer the following
questions. Properly cite your references from the reading material that you use to
substantiate and justify your answers. Type your answers on this Word document.
Submit your completed exam in I-Learn as an attached word document.

1. (5 points) “You are selling (using selling skills) in everything you do in life.”
Do you agree or disagree with this statement. Explain and justify your
position.

I agree with this statement, everyday with are using a lot of skills that helps us in
every area of our lives, in Lesson 1 we learned about the “Characteristics of
Successful Salespeople”, some of them are “asking questions”, “communication”,
“empathy”, etc., those characteristics help us in our daily life with our family,
friends and work, for example when we have the ability to “ask questions” we can
apply it in the job to understand the needs of the customer so we can fulfill that
need, the same characteristic we can use at home with our family to know what
is happen to the people we love, and to understand their situations so we can act
according to the moment.
Also, we learned that we need to become “world-class problem solver”, this life is
full of problems we need to solve every single day, and if we develop the proper
skills, then we will have a life of success, not only at job, but in our lives too.

2. (5 points) Give three detailed examples or ways that the ability to start
casual conversation can positively affect your life.

1.- In the “Art of Conversation or Improve your conversation skills” by Hereford,

he says that conversation help us to get new information, like humans we are
curious and every knowledge we acquire is a treasure to be used in the future
ahead, while starting a conversation with people we can get new information, we
can apply that information to our lives or use it to learn more about the topic and
make better decisions. I have had conversations in which I have received
information that helped to take the right choices.

2.- In the same article of Hereford he says that starting a conversation helps us
to increase our abilities to listen and ask questions, those abilities are very
important in communication, people usually want to be heard, and if we make the
right questions, we can find a lot of good friends in our way. We can`t do this
journey alone, we need people to support us and people in whom we can trust
and listening and asking questions help us to come to know to a person.
 3.- I have found new customers by starting a casual conversation, I didn`t say
anything about my job, but I started a simple conversation about the weather or
only ask for some things I though we have in common, like music, sports, etc., in
the article “10 tips for improving you communication skills” by Levin, in his
conclusion he says that we can win new clients by the way we use our
communication skills, and I have realized that starting a casual conversation is
the more simple way to be a successful salesperson.

3. (5 points) Explain why appropriate dress and the appearance of your

paperwork and other materials make a significant difference when calling
on a customer.

People judge us for what we dress, in the article “Proper business attire by Lydia
Ramsey” she says, “In all situations, business and social, our outward
appearance sends a message.”, in the our daily life the way we dress is very
important, we have to dress according to our job and also what our customers
expects to see. Also, a professional dress gives us credibility and confidence to
the people in our product or service.

4. (5 points) Watch this YouTube video (copy and paste the URL into your
browser).
http://www.youtube.com/watch?v=Hzgzim5m7oU

This video that ended with the challenge “Change your words. Change
your world.” Explain what this means, why it is so important, and how it
can help you in selling. Justify your answer.

That means that words are powerful, if we know how to use the words to reach
the people, then many of them will hear of pay attention to us. Communication is
one of the most important and basic aspects of society, through it we can do
many things we think impossible.
In a selling situation, it can help us to improve they way we communicate with the
customer, through advertisement, direct selling or callings, the power of words is
very important in this situation.

5. (10 points) Describe one concept you learned from each week’s reading
assignments (Lessons 01-08). Include an example of how you can use this
new knowledge in your professional or personal life. (You will have a total
of 8 different things you learned and an example of application for each of
them.)

Lesson 1.- In this lesson I learned the concept of “knowledge”, in the readings there is
an scripture in D&C 88:78-80 that teaches us that we need to be instructed to receive
the knowledge so we can be prepare, in life I have found that knowledge is so important
in my preparation to be a better person and also to serve others, without knowledge we
can`t be like God.

Lesson 2.- In this lesson I learned about the concept of “Act as if”, before knowing about
this concept I was waiting to be person I want to be, but this concept helped me to
understand that we can act and be the person we want to be right now. I am applying it
now at my own company, it is small yet, but I am acting as I am the owner of a big
company, it has helped me to improve my business and achieve many things I though
impossible.

Lesson3.- As I said before I am starting my own company, in this lesson I learned about
the one of the most important things people usually look at first “Clothes” and how to
dress for success, I used to have many presentations and events that attend many
important people, I always try to be presentable for that situations but sometimes it is
not enough, we need to pay attention to the details, to apply that principle I will apply the
guidelines Lydia Ramsey gives us in her article of “Proper Business Attire”.

Lesson 4.- In my professional life, I have faced many problems with ethics, and I can
say that this a problem we can face every single day, in this lesson I learned many
concepts specially the concept of the “rights of priesthood”, as a member of the church
and a priesthood holder I have to be honest and live and keep the commandments in
order to be worthy of that power, I will apply it by being honest in all of my business
activities and also respect the customers and friends.

Lesson 5.- In this lesson I learned about the Buying and Selling Process, it is interesting
how both process help us to understand better the needs of the customers, specially I
will try to understand better the buying process, in my job I always need to learn more
about the customer and how the customer is interested in my product so I can proceed
to start the selling process.

Lesson 6.- The concept of starting a conversation is very important, and most important
is that it is an skill so everyone can develop it, I am a person who don`t speak or can
start a conversation, so this is a concept I really want to apply, specially in my
professional life to be able to meet new people, customers, friends, etc., who will help
me in my professional career.

Lesson 7.- I learned the concept of “Prospecting” and how important is to take
advantage of the time we are using to find new customers. I will apply the MADDEN test
to evaluate my prospects, this a good test which will help me to have real prospects.

Lesson 8.- I learned the concept of “listening”, specially to be an active listener,

sometimes people forget about this important skill, and this one I want to apply it into my
personal life, because there are so many people who wants to be heard specially the
people around us. I will listen more carefully to my family and friends and I will take my
time to do it without thinking in my other responsibilities.
6. (5 points) There are several steps in the Selling Process as described in
the “Process of Buying and Selling.” article. However, it has been
suggested that the step “Understanding Needs” should be the most
important. Do you agree or disagree with this statement? Justify your
answer and give at least two examples to support your position.

I agree with that statement.

1.- In the article of “Process of buying and selling” we read that “a customer isn`t
ready to buy until they have identified a problem or a situation that needs a
solution”. I have met many customers who wants to buy something but they
didn`t know identify the need yet, our responsibility as world-class-problem
solvers is to help the customer identify that need in order to give our service or
product. Nothing will happen until that occur.

2.- “We cannot create value by showing benefits if we don`t know how it will
benefit the customer” (Process of Buying and Selling), I really like one phrase of
this article it says “Diagnose before you prescribe”, that`s so true, I think
Understanding needs it`s not only about making questions, is about to know your
customer in a personalize way so the customer can have a good experience in
the buying process, we are not only selling but creating experiences to the
customers so they can recommend us with his or her friends and family, and
understanding them will help us to make a good experience.

7. (15 points) Select a product that you would like to sell to your professor. Create a
sales presentation (5 minute maximum) where you sell a specific product. You
are expected to demonstrate the ability to present Features and Benefits that are
of value to your customer. Show your customer how your item will fill their need
and solve their problem.

For this sales presentation, you will begin as if you have already been talking
with your customer for several minutes. You have identified several concerns of
your customer.

At this point you will recap the needs and concerns that your customer has
shared with you and then transition to Features and Benefits of your product.
Ensure that you have a minimum of 3 Features, and show how each Feature will
specifically Benefit your customer.

End your video with the phrase “Don’t you agree that this product will solve the
concerns that we have been discussing?”

Time your presentation, do not exceed 5 minutes!

Re-record your presentation until you get it right.

Upload your presentation to YouTube, Vimeo or another video sharing service.
(Review Tips and Strategies for Recording a Presentation as needed)

Provide your presentation's URL here for the professor to review:

https://youtu.be/xx83b-3VZpw

I __Andres Guitarra________________ (your name) completed this exam

without any help and I kept the spirit of the Honor Code.