MAR3400 ACTUAL EXAM QUESTIONS WITH SOLUTIONS
GRADED A+2025/2026
✔✔true statement about forestalling known concerns of buyers about a product or
service - ✔✔it makes the buyers more willing to change their thinking as they feel free
to defend a position they have already stated
✔✔a salesperson let the buyer talk, admit that the salesperson heard the concern,
pause, and then move on to another topic - ✔✔acknowledge method
✔✔postponement method fails and buyer asks the salesperson to answer immediately -
✔✔salesperson should answer the objection immediately
✔✔asks questions to help a prospect clarify concerns and to make sure they
understand an objection raised by the prospect - ✔✔probing method
✔✔salesperson makes a relatively strong statement to indicate the error a buyer has
made using the - ✔✔direct denial method
✔✔a salesperson goes on t relate that other buyers actually found their initial opinions
to be unfound after they tried a product - ✔✔referral method
✔✔salesperson uses the revisit method to address buyers objections more often for
people with ____ personality type - ✔✔driver
✔✔a lead says he or she cannot afford a product, salesperson should - ✔✔avoid
wasting time and contact new prospects
✔✔makes a sales call with a group of buyers. if one person offers an objections during
the call - ✔✔attempt to understand whether other buyers share the concern
✔✔in the context of relationship marketing, employees who cross the organizational
boundary and interact with customers or vendors are termed - ✔✔boundary spanning
employees
✔✔relational partnership - ✔✔most communication between the buyer and the seller
goes through a salesperson
✔✔strategic partnership - ✔✔it involves more direct communication ties between the
buyer and the seller than the other kind of relationship
✔✔a way to improve customer retention and firm profitability is to use a seller-oriented
sales approach - ✔✔false
, ✔✔what is key for a strategic relationship to move beyond the stage of exploration -
✔✔satisfaction
✔✔the degree to which a salesperson puts a buyer's needs first is known as -
✔✔customer orientation
✔✔in a solo market exchange, a buyer and a seller - ✔✔do not expect to engage in
future transactions
✔✔stage of strategic relationship is a search and trial phase for both buyer and seller -
✔✔exploration
✔✔unlike performance goals of a salesperson, the salesperson's conversion goals -
✔✔express relative accomplishments
✔✔the context of a sales call allocation grid, identify the factors salespeople typically
consider when determining account opportunity - ✔✔1. the accounts sales potential
2. the growth rate and the financial condition of the account
✔✔stages of self-management process in selling - ✔✔1. set goals
2. allocate resources and determine strategies to meet goals
3. implement time management strategies
4. evaluate performance
✔✔goals relating to outcomes - ✔✔performance goals
✔✔a true statement about sales goal without a deadline - ✔✔the sales goal will not be
specific enough
✔✔Customer relationship management(CRM) software can assist salespeople in
determining the customers who require sales effort and related activities through
process that identifies and manages sales opportunities. this process is called -
✔✔pipeline analysis
✔✔true statement about salespeople using e-mail and telephone to contact customers -
✔✔it is advantageous over in-person sales calls because it can be read and responded
to when a customer has time
✔✔the context of a sales call allocation grid, identify the factors salespeople typically
consider when determining strength of position - ✔✔1. the present share of an
account's purchases of a product
2. an account's attitude towards a salesperson
GRADED A+2025/2026
✔✔true statement about forestalling known concerns of buyers about a product or
service - ✔✔it makes the buyers more willing to change their thinking as they feel free
to defend a position they have already stated
✔✔a salesperson let the buyer talk, admit that the salesperson heard the concern,
pause, and then move on to another topic - ✔✔acknowledge method
✔✔postponement method fails and buyer asks the salesperson to answer immediately -
✔✔salesperson should answer the objection immediately
✔✔asks questions to help a prospect clarify concerns and to make sure they
understand an objection raised by the prospect - ✔✔probing method
✔✔salesperson makes a relatively strong statement to indicate the error a buyer has
made using the - ✔✔direct denial method
✔✔a salesperson goes on t relate that other buyers actually found their initial opinions
to be unfound after they tried a product - ✔✔referral method
✔✔salesperson uses the revisit method to address buyers objections more often for
people with ____ personality type - ✔✔driver
✔✔a lead says he or she cannot afford a product, salesperson should - ✔✔avoid
wasting time and contact new prospects
✔✔makes a sales call with a group of buyers. if one person offers an objections during
the call - ✔✔attempt to understand whether other buyers share the concern
✔✔in the context of relationship marketing, employees who cross the organizational
boundary and interact with customers or vendors are termed - ✔✔boundary spanning
employees
✔✔relational partnership - ✔✔most communication between the buyer and the seller
goes through a salesperson
✔✔strategic partnership - ✔✔it involves more direct communication ties between the
buyer and the seller than the other kind of relationship
✔✔a way to improve customer retention and firm profitability is to use a seller-oriented
sales approach - ✔✔false
, ✔✔what is key for a strategic relationship to move beyond the stage of exploration -
✔✔satisfaction
✔✔the degree to which a salesperson puts a buyer's needs first is known as -
✔✔customer orientation
✔✔in a solo market exchange, a buyer and a seller - ✔✔do not expect to engage in
future transactions
✔✔stage of strategic relationship is a search and trial phase for both buyer and seller -
✔✔exploration
✔✔unlike performance goals of a salesperson, the salesperson's conversion goals -
✔✔express relative accomplishments
✔✔the context of a sales call allocation grid, identify the factors salespeople typically
consider when determining account opportunity - ✔✔1. the accounts sales potential
2. the growth rate and the financial condition of the account
✔✔stages of self-management process in selling - ✔✔1. set goals
2. allocate resources and determine strategies to meet goals
3. implement time management strategies
4. evaluate performance
✔✔goals relating to outcomes - ✔✔performance goals
✔✔a true statement about sales goal without a deadline - ✔✔the sales goal will not be
specific enough
✔✔Customer relationship management(CRM) software can assist salespeople in
determining the customers who require sales effort and related activities through
process that identifies and manages sales opportunities. this process is called -
✔✔pipeline analysis
✔✔true statement about salespeople using e-mail and telephone to contact customers -
✔✔it is advantageous over in-person sales calls because it can be read and responded
to when a customer has time
✔✔the context of a sales call allocation grid, identify the factors salespeople typically
consider when determining strength of position - ✔✔1. the present share of an
account's purchases of a product
2. an account's attitude towards a salesperson
