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Exam (elaborations)

MAR 3400 - Exam 1 Questions with Correct Answers

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  • Course
  • Mar
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  • Mar

The new way of selling Correct Answer-No longer a a walking brochure Selling based on books, online, and experienced sales people Win win relationships Correct Answer-Customers and sales team both benefit from the sale Principles: Trust, CLIENTS INTERESTS FIRST Statutory law Correct Answer...

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  • October 9, 2024
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  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Mar
  • Mar
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MAR 3400 - Exam 1 Questions with Correct Answers
The new way of selling Correct Answer-No longer a a walking brochure
Selling based on books, online, and experienced sales people


Win win relationships Correct Answer-Customers and sales team both
benefit from the sale
Principles:
Trust, CLIENTS INTERESTS FIRST


Statutory law Correct Answer-Based on legislation passed by either state
legislators or congress


Administrative law Correct Answer-Established by local, state, or
federal regulatory agencies


Social style Correct Answer-The behavior a person exhibits when
interacting with others


Two principles social style is based on Correct Answer-1.
Responsiveness: The extent to which a person reacts to certain people
and situations and the feelings those people and situations create


2. Assertiveness: The effort a person makes to influence thinking and
actions of others.

, Four types of social styles Correct Answer-1. Driver
2. Expressive
3. Amiable
4. Analytical


Driver Correct Answer-"Show me the bottom line"
Risk taker, efficiency, demanding, thorough, decisive


Expressive Correct Answer-"I like competent and imaginative sales
people"
Personable, stimulating, enthusiastic, dramatic


Amiable Correct Answer-"Show concern for me and my problems"
Supportive, respectful, willing, values people


Analytical Correct Answer-"What I need are practical solutions"
Serious, facts, time sensitive


Selling to drivers Correct Answer-Use a direct, organized, and organized
presentation with quick action and follow up


Selling to expressives Correct Answer-Demonstrate how products will
help the customer achiever personal status and recognition

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