MAR3400 FINAL EXAMINATION QUESTIONS WITH
SOLUTIONS GRADED A+2025/2026
✔✔Uniform Commercial Code (UCC) - ✔✔a legal guide to commercial practice
-agency/agent; someone who acts in place of the company; their actions are the
company actions
-oral versus written- can be blinded tg
✔✔legal trouble - ✔✔-reciprocity: "ill scratch your back if you scratch mine", ill buy from
your company if you buy some services from mine, legal!, only considered illegal when
forced.
-tying agreements: required to buy one product when purchasing another. legal if
performance of first product depends on second.
-conspiracy and collusion: not allowed to get together and agree on price fixing.
-defamation: when one bad mouths their competition; has to be false to be considered
defamation. Libel=Written , Slander=Spoken
✔✔have your own code of ethics!! - ✔✔
✔✔what is social style and what are the two key components? - ✔✔the behavior a
person exhibits when interacting with others
1. responsiveness: the extent to which a person reacts to certain people or situations
and the feelings that those people and situations create
2. assertiveness: the effort a person makes to influence the thinking and actions of
others. whether a person appears to be asking or telling when interacting with others
✔✔4 different social styles - ✔✔driver
expressive
amiable
analytic
✔✔driver - ✔✔high on assertiveness low on responsive
Buyer: "show me bottom line results" determined, demanding, thorough, decisive
Selling to: use a direct, businesslike, organized presentation with quick action and follow
up
✔✔expressives - ✔✔high on assertiveness and responsiveness
Buyer: "I like competent/knowledgeable imaginative sales people" personable,
stimulating, enthusiastic, dramatic
Selling to: be enthusiastic and demonstrate how products will relate to the customers
personal status/goals.
✔✔amiable - ✔✔high in responsiveness low in assertiveness
Buyer: "show concern for me and my problems" supportive, respectable, willing,
dependable
, Selling to: take the time to build a personal relationships and listen carefully to their
opinions and feelings
✔✔analytic - ✔✔low in responsiveness and in assertiveness
Buyer: "what i need are practical suggestions" persistent, serious, industrious/hard-
working
Selling to: use solid, tangible evidence when making presentations to analyticals
✔✔different drivers - ✔✔economic
strategic
compliance
✔✔economic driver - ✔✔these are pretty straight forward and involve things like cutting
costs or increasing revenue. there can be many variations of this driver, but they are all
focused around economic impact to the business
✔✔strategic driver - ✔✔things such as developing a new line of business, moving into a
new market, or spinning off an existing business. these drivers have an economic tilt,
but the main driver is the strategy behind the change.
✔✔compliance drivers - ✔✔the driver is very common in the healthcare, insurance and
financial services industries. it is making a change to address regulations and
standards, improve governance or adhere to new laws.
✔✔sales persons personal social style tends to determine the sales technique -
✔✔effective selling involves adapting to your customers preferred style
✔✔buyers often work in groups to minimize making a bad decision - ✔✔"buying center"
✔✔6 types of people in a buying center
(one person may play several roles or several people serve one roll) - ✔✔financial/
economic buyer
gatekeeper
advocate/coach
influencer/technical buyer
use
blocker
✔✔financial/economic buyer - ✔✔need to be on board for sale to take place, usually the
person who makes the final decision
✔✔gatekeeper - ✔✔buffer the buyer from unwanted sales calls, best way to get by
gatekeeper is to enter economics office with an invitation
SOLUTIONS GRADED A+2025/2026
✔✔Uniform Commercial Code (UCC) - ✔✔a legal guide to commercial practice
-agency/agent; someone who acts in place of the company; their actions are the
company actions
-oral versus written- can be blinded tg
✔✔legal trouble - ✔✔-reciprocity: "ill scratch your back if you scratch mine", ill buy from
your company if you buy some services from mine, legal!, only considered illegal when
forced.
-tying agreements: required to buy one product when purchasing another. legal if
performance of first product depends on second.
-conspiracy and collusion: not allowed to get together and agree on price fixing.
-defamation: when one bad mouths their competition; has to be false to be considered
defamation. Libel=Written , Slander=Spoken
✔✔have your own code of ethics!! - ✔✔
✔✔what is social style and what are the two key components? - ✔✔the behavior a
person exhibits when interacting with others
1. responsiveness: the extent to which a person reacts to certain people or situations
and the feelings that those people and situations create
2. assertiveness: the effort a person makes to influence the thinking and actions of
others. whether a person appears to be asking or telling when interacting with others
✔✔4 different social styles - ✔✔driver
expressive
amiable
analytic
✔✔driver - ✔✔high on assertiveness low on responsive
Buyer: "show me bottom line results" determined, demanding, thorough, decisive
Selling to: use a direct, businesslike, organized presentation with quick action and follow
up
✔✔expressives - ✔✔high on assertiveness and responsiveness
Buyer: "I like competent/knowledgeable imaginative sales people" personable,
stimulating, enthusiastic, dramatic
Selling to: be enthusiastic and demonstrate how products will relate to the customers
personal status/goals.
✔✔amiable - ✔✔high in responsiveness low in assertiveness
Buyer: "show concern for me and my problems" supportive, respectable, willing,
dependable
, Selling to: take the time to build a personal relationships and listen carefully to their
opinions and feelings
✔✔analytic - ✔✔low in responsiveness and in assertiveness
Buyer: "what i need are practical suggestions" persistent, serious, industrious/hard-
working
Selling to: use solid, tangible evidence when making presentations to analyticals
✔✔different drivers - ✔✔economic
strategic
compliance
✔✔economic driver - ✔✔these are pretty straight forward and involve things like cutting
costs or increasing revenue. there can be many variations of this driver, but they are all
focused around economic impact to the business
✔✔strategic driver - ✔✔things such as developing a new line of business, moving into a
new market, or spinning off an existing business. these drivers have an economic tilt,
but the main driver is the strategy behind the change.
✔✔compliance drivers - ✔✔the driver is very common in the healthcare, insurance and
financial services industries. it is making a change to address regulations and
standards, improve governance or adhere to new laws.
✔✔sales persons personal social style tends to determine the sales technique -
✔✔effective selling involves adapting to your customers preferred style
✔✔buyers often work in groups to minimize making a bad decision - ✔✔"buying center"
✔✔6 types of people in a buying center
(one person may play several roles or several people serve one roll) - ✔✔financial/
economic buyer
gatekeeper
advocate/coach
influencer/technical buyer
use
blocker
✔✔financial/economic buyer - ✔✔need to be on board for sale to take place, usually the
person who makes the final decision
✔✔gatekeeper - ✔✔buffer the buyer from unwanted sales calls, best way to get by
gatekeeper is to enter economics office with an invitation
