ASU MKT 370 FINAL EXAM QUESTION
AND ANSWERS VERIFIED TO PASS
2025/2026
In the partnering-style seller/buyer relationship, what is the foundation for creating value? - correct
answer ✔ethical decision making
People with high levels of __________ tend to display the characteristics needed for success in sales,
such as self-awareness, self-confidence, empathy, and adaptability. - correct answer ✔emotional
intelligence
If a potential client hints that they will give you a sale if you give them a gift, you should most likely: -
correct answer ✔report this to your sales manager and ask for help turning the customer down
Ron, a sales representative for a software firm, is giving a sales presentation to Mona, a buyer for a large
manufacturing firm. Making a sale to Mona would double Ron's sales amount for the month and lead to
a large commission. As they're engaging in small talk, Mona mentions to Ron that she's a huge fan of the
local college football team. Ron's wife works at that college and can get season tickets for the games.
What should Ron most likely do? - correct answer ✔Ron should let the comment go and continue with
the presentation to win Mona's business on the merits of the product and price
Reciprocity, as a corporate policy, is: - correct answer ✔occasionally a form of corporate blackmail
A series of creative improvements in the sales process that enhance the customer experience is known
as: - correct answer ✔value-added selling
Salespeople today are most likely encouraged by employers to: - correct answer ✔build long-term
partnerships with customers
, The win-win strategy can best be summed up by which of the following statements? - correct answer
✔Both buyer and seller come away from the negotiation feeling that their best interests have been
served
In Roni's new sales job with Compu-Tex, she talks with a prospect who is strongly interested in the
product, but does not have the budget to purchase a full-year subscription. When Roni reports this to
her manager, her manager says, "Turn it into a win-win!" The sales manager most likely wants Roni to: -
correct answer ✔work with the customer to sell a length of subscription the customer can afford
According to Larry Wilson, there are three keys to a partnering relationship. To establish a partnership
with a customer, he suggests: - correct answer ✔making sure everybody understands the purpose of
the partnership
Which term refers to the process by which a salesperson uncovers and clarifies a customer's problem,
works with the customer to create a vision of how things could be better, and then develops a plan for
implementing the vision? - correct answer ✔solution selling
T/F. A solution is a mutually shared answer to a recognized customer problem - correct answer ✔true
Quantifying a solution can be performed with a cost-benefit analysis or with a(n): - correct answer
✔ROI calculation
Which term refers to the decisions and activities that are intended to create and maintain a certain
product concept in the customer's mind? - correct answer ✔product positioning
Your ability to separate yourself and your product from that of your competitors is referred to as: -
correct answer ✔differentiation
Abco Realty owns several rental apartment buildings in a working class but safe neighborhood that has
recently become popular with young professionals because of its proximity to an express commuter
train line. Abco has recently invested in the infrastructure of the buildings, adding laundry rooms, safety
AND ANSWERS VERIFIED TO PASS
2025/2026
In the partnering-style seller/buyer relationship, what is the foundation for creating value? - correct
answer ✔ethical decision making
People with high levels of __________ tend to display the characteristics needed for success in sales,
such as self-awareness, self-confidence, empathy, and adaptability. - correct answer ✔emotional
intelligence
If a potential client hints that they will give you a sale if you give them a gift, you should most likely: -
correct answer ✔report this to your sales manager and ask for help turning the customer down
Ron, a sales representative for a software firm, is giving a sales presentation to Mona, a buyer for a large
manufacturing firm. Making a sale to Mona would double Ron's sales amount for the month and lead to
a large commission. As they're engaging in small talk, Mona mentions to Ron that she's a huge fan of the
local college football team. Ron's wife works at that college and can get season tickets for the games.
What should Ron most likely do? - correct answer ✔Ron should let the comment go and continue with
the presentation to win Mona's business on the merits of the product and price
Reciprocity, as a corporate policy, is: - correct answer ✔occasionally a form of corporate blackmail
A series of creative improvements in the sales process that enhance the customer experience is known
as: - correct answer ✔value-added selling
Salespeople today are most likely encouraged by employers to: - correct answer ✔build long-term
partnerships with customers
, The win-win strategy can best be summed up by which of the following statements? - correct answer
✔Both buyer and seller come away from the negotiation feeling that their best interests have been
served
In Roni's new sales job with Compu-Tex, she talks with a prospect who is strongly interested in the
product, but does not have the budget to purchase a full-year subscription. When Roni reports this to
her manager, her manager says, "Turn it into a win-win!" The sales manager most likely wants Roni to: -
correct answer ✔work with the customer to sell a length of subscription the customer can afford
According to Larry Wilson, there are three keys to a partnering relationship. To establish a partnership
with a customer, he suggests: - correct answer ✔making sure everybody understands the purpose of
the partnership
Which term refers to the process by which a salesperson uncovers and clarifies a customer's problem,
works with the customer to create a vision of how things could be better, and then develops a plan for
implementing the vision? - correct answer ✔solution selling
T/F. A solution is a mutually shared answer to a recognized customer problem - correct answer ✔true
Quantifying a solution can be performed with a cost-benefit analysis or with a(n): - correct answer
✔ROI calculation
Which term refers to the decisions and activities that are intended to create and maintain a certain
product concept in the customer's mind? - correct answer ✔product positioning
Your ability to separate yourself and your product from that of your competitors is referred to as: -
correct answer ✔differentiation
Abco Realty owns several rental apartment buildings in a working class but safe neighborhood that has
recently become popular with young professionals because of its proximity to an express commuter
train line. Abco has recently invested in the infrastructure of the buildings, adding laundry rooms, safety
