MRT Final Exam Study Guide Questions & Answers 2023/2024

MRT Final Exam Study Guide Questions & Answers 2023/2024 Adaptive Selling - ANSWER-A selling process that begins with a script or presentation and the sales person is taught to listen for questions, watch for signals from the prospect, and change the presentation to meet the prospect's needs. Advertising - ANSWER-Any paid form of non-personal communication about an organization, product, service, or idea by an identified sponsor. Blog - ANSWER-Weblog, regularly updated website, usually run by a small group or individual, often conversational Canned Sales Presentation - ANSWER-a type of a detailed and structured presentation where the contents are presented in a systematic and well planned manner. Stimulus Response Presentation - ANSWER-emphasizes saying the right thing at the right time by guiding the prospect along a standard question-answer (stimulus-response) sequence Formula Selling Presentation - ANSWER-often involves a memorized script or a step-by-step presentation that focuses on the product or service, its use, and its attributes Need-Satisfaction Presentation - ANSWER-sales approach where the sales person probes into the needs of the consumer, and then prepares his sales pitch or presentation in accordance to these needs in order to satisfy the consumer. Caveat Emptor - ANSWER-buyer beware Close - ANSWER-obtain purchase commitment (step 5 of the sales process)