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...
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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