MRKT 257 Exam 2 (UNL)
Comprehensive Questions with
Verified Answers Graded A+
Outlined Presentation - Answer: prearranged presentation that usually includes a standard
intro, standard answers to common objections
Outlined Presentations are... - Answer: very effective because it is well organized
Customized Presentation - Answer: written and/or oral presentation based on a detailed
analysis of the customer's needs
Standard Memorized Presentation - Answer: -aka "canned presentation"
-completely memorized sales talk
Adaptive Selling - Answer: reacting to different sales situations by changing their sales behaviors
Performance Feedback - Answer: "Did you achieve the goals you set for this call?"
Diagnostic Feedback - Answer: "Let's talk about why you didn't achieve your goals"
Assertiveness - Answer: the degree to which people have opinions about tissues and publicly
make their positions clear to others
, Responsiveness - Answer: how emotional people tend to get in social situations
Categories of Social Styles - Answer: 1.Drivers
2.Expressives
3.Amiables
4.Analyticals
Drivers - Answer: -high on assertiveness and low on responsiveness
-"Lets get it done now, and get it done my way"
-swift, efficient decision makers
-Donald Trump
Expressives - Answer: -high on assertiveness and high on responsiveness
-warm, approachable, intuitive and competitive
-Barak Obama
Amiables - Answer: -low on assertiveness and high on responsiveness
-close relationships and cooperation
-mutual respect rather than using power and authority
-avoid conflict, hard to reach for salespeople
-Paul McCartney
Analyticals - Answer: -low on assertiveness and low on responsiveness
-facts, principles, and logic
-Hillary Clinton
Comprehensive Questions with
Verified Answers Graded A+
Outlined Presentation - Answer: prearranged presentation that usually includes a standard
intro, standard answers to common objections
Outlined Presentations are... - Answer: very effective because it is well organized
Customized Presentation - Answer: written and/or oral presentation based on a detailed
analysis of the customer's needs
Standard Memorized Presentation - Answer: -aka "canned presentation"
-completely memorized sales talk
Adaptive Selling - Answer: reacting to different sales situations by changing their sales behaviors
Performance Feedback - Answer: "Did you achieve the goals you set for this call?"
Diagnostic Feedback - Answer: "Let's talk about why you didn't achieve your goals"
Assertiveness - Answer: the degree to which people have opinions about tissues and publicly
make their positions clear to others
, Responsiveness - Answer: how emotional people tend to get in social situations
Categories of Social Styles - Answer: 1.Drivers
2.Expressives
3.Amiables
4.Analyticals
Drivers - Answer: -high on assertiveness and low on responsiveness
-"Lets get it done now, and get it done my way"
-swift, efficient decision makers
-Donald Trump
Expressives - Answer: -high on assertiveness and high on responsiveness
-warm, approachable, intuitive and competitive
-Barak Obama
Amiables - Answer: -low on assertiveness and high on responsiveness
-close relationships and cooperation
-mutual respect rather than using power and authority
-avoid conflict, hard to reach for salespeople
-Paul McCartney
Analyticals - Answer: -low on assertiveness and low on responsiveness
-facts, principles, and logic
-Hillary Clinton
