MAR3400 EXAM 1 |110 COMPLETE QUESTIONS WITH EXPERT SOLUTIONS | 2026
LATEST UPDATED | GET A+
1. New Sales Model: Cannot be a walking brochure nowadays/pushy (old
model). Must be adaptive, creative, intelligent, add value. Must be able to
adapt and pivot
2. New Sales Model Requirements: Emotional intelligence, curiosity
(motivated by learning new things, energized to help others), intelligence
(60% of buyers have already researched your product)
3. Emotional awareness: Must be able to identify emotions (yours and
others), read non-verbal cues, read customer if they want to buy or have a
problem
4. Benefits of Sales Careers: - Great income
- Regular and immediate feedback (regular check on how you are doing)
- Psychologically rewarding (meaningful work)
- High visibility (you see inside and outside company- everyone sees success)
,- Growth opportunity
5. Recoginiton in sales: Comes more frequently and with greater intensity in
sales as salespeople drive revenue and are rewarded.
6. What is selling: Should be a service profession: not being pushy and
agressive, annoying, not necessilarly outgoing and charismatic
7. Key to Sales: Be committed to the profession, have a good attitude
8. Building win/win relationships: Put the client's interest FIRST. All about
trust- if buyers trust you, easier to negotiate
9. When does trust grow: When buyers know you will not take advantage of
vulnerabilities, you say what you are going to do
10. Customer Needs vs Seller Needs: Balance these needs but put client's
needs first
11. Facts about trust: Grows slowly, declines rapidly and then harder to
rebuild so protect trust
12. Projecting a Professional Image: How you look and present physically is
important- simple (avoid flashly colors), appropriate, good quality clothes
, is an investment, pay attention to details and non-verbals (tone, volume,
speed), how you enter, handshake, eye contact. 2 seconds to make an initial
impression
13. Handshake: Firm not loose grip. Lock thumbs
14. Ethical Behavior in Sales: When you compromise ethics, you lose trust
and reputation, lose respect
for yourself, integrity
15. Ethics: Knowing right from wrong in business, principles that govern
behavior
16. Company's Code of Ethics: Written set of rules to follow so you make the
right decision. Can also adopt your own
17. If you find yourself in a sticky ethical situation: Know your values
18. Strategies for entertaining: Purpose: to hang out. Investment to get to
know the customer on a personal level and build trust. Build relationships
outside of the office
LATEST UPDATED | GET A+
1. New Sales Model: Cannot be a walking brochure nowadays/pushy (old
model). Must be adaptive, creative, intelligent, add value. Must be able to
adapt and pivot
2. New Sales Model Requirements: Emotional intelligence, curiosity
(motivated by learning new things, energized to help others), intelligence
(60% of buyers have already researched your product)
3. Emotional awareness: Must be able to identify emotions (yours and
others), read non-verbal cues, read customer if they want to buy or have a
problem
4. Benefits of Sales Careers: - Great income
- Regular and immediate feedback (regular check on how you are doing)
- Psychologically rewarding (meaningful work)
- High visibility (you see inside and outside company- everyone sees success)
,- Growth opportunity
5. Recoginiton in sales: Comes more frequently and with greater intensity in
sales as salespeople drive revenue and are rewarded.
6. What is selling: Should be a service profession: not being pushy and
agressive, annoying, not necessilarly outgoing and charismatic
7. Key to Sales: Be committed to the profession, have a good attitude
8. Building win/win relationships: Put the client's interest FIRST. All about
trust- if buyers trust you, easier to negotiate
9. When does trust grow: When buyers know you will not take advantage of
vulnerabilities, you say what you are going to do
10. Customer Needs vs Seller Needs: Balance these needs but put client's
needs first
11. Facts about trust: Grows slowly, declines rapidly and then harder to
rebuild so protect trust
12. Projecting a Professional Image: How you look and present physically is
important- simple (avoid flashly colors), appropriate, good quality clothes
, is an investment, pay attention to details and non-verbals (tone, volume,
speed), how you enter, handshake, eye contact. 2 seconds to make an initial
impression
13. Handshake: Firm not loose grip. Lock thumbs
14. Ethical Behavior in Sales: When you compromise ethics, you lose trust
and reputation, lose respect
for yourself, integrity
15. Ethics: Knowing right from wrong in business, principles that govern
behavior
16. Company's Code of Ethics: Written set of rules to follow so you make the
right decision. Can also adopt your own
17. If you find yourself in a sticky ethical situation: Know your values
18. Strategies for entertaining: Purpose: to hang out. Investment to get to
know the customer on a personal level and build trust. Build relationships
outside of the office
