MAR 3400 EXAM 1 STUDY GUIDE
The new way of selling - Answers -No longer a a walking brochure
Selling based on books, online, and experienced sales people
Win win relationships - Answers -Customers and sales team both benefit from the sale
Principles:
Trust, CLIENTS INTERESTS FIRST
Statutory law - Answers -Based on legislation passed by either state legislators or
congress
Administrative law - Answers -Established by local, state, or federal regulatory
agencies
Social style - Answers -The behavior a person exhibits when interacting with others
Two principles social style is based on - Answers -1. Responsiveness: The extent to
which a person reacts to certain people and situations and the feelings those people
and situations create
2. Assertiveness: The effort a person makes to influence thinking and actions of others.
Four types of social styles - Answers -1. Driver
2. Expressive
3. Amiable
4. Analytical
Driver - Answers -"Show me the bottom line"
Risk taker, efficiency, demanding, thorough, decisive
Expressive - Answers -"I like competent and imaginative sales people"
Personable, stimulating, enthusiastic, dramatic
Amiable - Answers -"Show concern for me and my problems"
Supportive, respectful, willing, values people
Analytical - Answers -"What I need are practical solutions"
Serious, facts, time sensitive
Selling to drivers - Answers -Use a direct, organized, and organized presentation with
quick action and follow up
The new way of selling - Answers -No longer a a walking brochure
Selling based on books, online, and experienced sales people
Win win relationships - Answers -Customers and sales team both benefit from the sale
Principles:
Trust, CLIENTS INTERESTS FIRST
Statutory law - Answers -Based on legislation passed by either state legislators or
congress
Administrative law - Answers -Established by local, state, or federal regulatory
agencies
Social style - Answers -The behavior a person exhibits when interacting with others
Two principles social style is based on - Answers -1. Responsiveness: The extent to
which a person reacts to certain people and situations and the feelings those people
and situations create
2. Assertiveness: The effort a person makes to influence thinking and actions of others.
Four types of social styles - Answers -1. Driver
2. Expressive
3. Amiable
4. Analytical
Driver - Answers -"Show me the bottom line"
Risk taker, efficiency, demanding, thorough, decisive
Expressive - Answers -"I like competent and imaginative sales people"
Personable, stimulating, enthusiastic, dramatic
Amiable - Answers -"Show concern for me and my problems"
Supportive, respectful, willing, values people
Analytical - Answers -"What I need are practical solutions"
Serious, facts, time sensitive
Selling to drivers - Answers -Use a direct, organized, and organized presentation with
quick action and follow up
