MKTG 357 EXAM 1 - TIMOTHY MCCOY
– ULL 2025/2026 QUESTIONS AND
ANSWERS 100% PASS
Personal selling - ANS a purchase situation involving a personal, paid-for communication
between two people in an attempt to influence each other
Trust based - ANS requires that salespeople earn customer trust and that their selling
strategy meets customer needs and contributes
Customer value - ANS e customer's perception of what they get for what they have to give
up
Sales dialog - ANS Discussion between the salesperson and the customer during the sales
presentation in which the salesperson describes the product features and customer benefits
sales professionalism - ANS a customer-oriented approach that uses truthful, non-
manipulative tactics to satisfy the long-term needs of both the customer and the selling firm
economic stimuli - ANS something that stimulates or incites activity in the economy
revenue producers - ANS a role fulfilled by salespeople that brings in revenue or income to a
firm or company
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
, five basic approaches to personal selling - ANS Stimulus response, mental states, need
satisfaction, problem solving, and consultative selling
adaptive selling - ANS the ability of salespeople to alter their sales messages and behaviors
during a sales presentation or as they encounter different sales situations and different
customers
stimulus response selling - ANS An approach to selling where the key idea is that various
stimuli can elicit predictable responses from customers. Salespeople furnish the stimuli from a
repertoire of words and actions designed to produce the desired response.
continued affirmation - ANS An example of stimulus response selling in which a series of
questions or statements furnished by the salesperson is designed to condition the prospective
buyer to answering "yes" time after time, until, it is hoped, he or she will be inclined to say
"yes" to the entire sales proposition.
mental states selling - ANS An approach to personal selling that assumes that the buying
process for most buyers is essentially identical and that buyers can be led through certain
mental states, or steps, in the buying process; also called the formula approach.
AIDA - ANS An acronym for the various mental states the salesperson must lead customers
through when using mental states selling: attention, interest, desire, and action.
Need Satisfaction Selling - ANS An approach to selling based on the notion that the customer
is buying to satisfy a particular need or set of needs.
Problem solving selling - ANS an extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
– ULL 2025/2026 QUESTIONS AND
ANSWERS 100% PASS
Personal selling - ANS a purchase situation involving a personal, paid-for communication
between two people in an attempt to influence each other
Trust based - ANS requires that salespeople earn customer trust and that their selling
strategy meets customer needs and contributes
Customer value - ANS e customer's perception of what they get for what they have to give
up
Sales dialog - ANS Discussion between the salesperson and the customer during the sales
presentation in which the salesperson describes the product features and customer benefits
sales professionalism - ANS a customer-oriented approach that uses truthful, non-
manipulative tactics to satisfy the long-term needs of both the customer and the selling firm
economic stimuli - ANS something that stimulates or incites activity in the economy
revenue producers - ANS a role fulfilled by salespeople that brings in revenue or income to a
firm or company
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
, five basic approaches to personal selling - ANS Stimulus response, mental states, need
satisfaction, problem solving, and consultative selling
adaptive selling - ANS the ability of salespeople to alter their sales messages and behaviors
during a sales presentation or as they encounter different sales situations and different
customers
stimulus response selling - ANS An approach to selling where the key idea is that various
stimuli can elicit predictable responses from customers. Salespeople furnish the stimuli from a
repertoire of words and actions designed to produce the desired response.
continued affirmation - ANS An example of stimulus response selling in which a series of
questions or statements furnished by the salesperson is designed to condition the prospective
buyer to answering "yes" time after time, until, it is hoped, he or she will be inclined to say
"yes" to the entire sales proposition.
mental states selling - ANS An approach to personal selling that assumes that the buying
process for most buyers is essentially identical and that buyers can be led through certain
mental states, or steps, in the buying process; also called the formula approach.
AIDA - ANS An acronym for the various mental states the salesperson must lead customers
through when using mental states selling: attention, interest, desire, and action.
Need Satisfaction Selling - ANS An approach to selling based on the notion that the customer
is buying to satisfy a particular need or set of needs.
Problem solving selling - ANS an extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED
