MAR3400 EXAM 1 |110 COMPLETE
QUESTIONS WITH 100% CORRECT
SOLUTIONS | 2026 LATEST UPDATED |
GET A+
old selling - correct answers "walking brochure"
new selling - correct answers idea of intelligence
how people do new selling with intelligence - correct answers -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional intelligence (3) - correct answers 1. emotional awareness
2. managing emotions
3.reasoning with emotions
*emotional awareness - correct answers identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
,*managing emotions - correct answers maintaining control
responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions - correct answers harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity - correct answers curious ab customer, ask lots of questions
3 guidelines of sales - correct answers 1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves - correct answers -The way we dress and
present ourselves physically ; simplicity, appropriateness, quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye contact,
pay attention to body entrance and carriage, communicate with confidence, effective
handshake
how to build trust with client - correct answers always put clients interest first
factors impacting trust - correct answers -trust is established when buyers know you wont take
advantage of their vulnerability
- trust grows when you do what you say you're going to do
, - relationship trust; grows slowly, declines quickly, protect it and don't take advantage of it, fulfill
obligations
*service-focused perspective - correct answers Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics - correct answers -Ethics in health of your career; your reputation is not a
secret - employer and customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
what are ethics - correct answers Ethics are the principles governing behavior of an individual or
a group. These principles establish appropriate behavior, indicating what is right and wrong
main point of companies ethics - correct answers develop your own code of ethics so you know
how to act correctly
how to grow customers - correct answers -investing in relationship building activities with
clients outside of the office
-sales-focused organizations allocate a portion of their budget to socially engage current
customers and future prospects; 6% expenditures
examples of networking/ entertaining clients - correct answers dinner, gold outings, happy hour,
conferences, lunch
ex of client abuse - correct answers when stepped away from table client orders every
expensive bottle
QUESTIONS WITH 100% CORRECT
SOLUTIONS | 2026 LATEST UPDATED |
GET A+
old selling - correct answers "walking brochure"
new selling - correct answers idea of intelligence
how people do new selling with intelligence - correct answers -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional intelligence (3) - correct answers 1. emotional awareness
2. managing emotions
3.reasoning with emotions
*emotional awareness - correct answers identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
,*managing emotions - correct answers maintaining control
responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions - correct answers harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity - correct answers curious ab customer, ask lots of questions
3 guidelines of sales - correct answers 1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves - correct answers -The way we dress and
present ourselves physically ; simplicity, appropriateness, quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye contact,
pay attention to body entrance and carriage, communicate with confidence, effective
handshake
how to build trust with client - correct answers always put clients interest first
factors impacting trust - correct answers -trust is established when buyers know you wont take
advantage of their vulnerability
- trust grows when you do what you say you're going to do
, - relationship trust; grows slowly, declines quickly, protect it and don't take advantage of it, fulfill
obligations
*service-focused perspective - correct answers Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics - correct answers -Ethics in health of your career; your reputation is not a
secret - employer and customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
what are ethics - correct answers Ethics are the principles governing behavior of an individual or
a group. These principles establish appropriate behavior, indicating what is right and wrong
main point of companies ethics - correct answers develop your own code of ethics so you know
how to act correctly
how to grow customers - correct answers -investing in relationship building activities with
clients outside of the office
-sales-focused organizations allocate a portion of their budget to socially engage current
customers and future prospects; 6% expenditures
examples of networking/ entertaining clients - correct answers dinner, gold outings, happy hour,
conferences, lunch
ex of client abuse - correct answers when stepped away from table client orders every
expensive bottle
