MGT 103 Final Exam Questions and Answers
with Verified Solutions | Latest Updated 2026
Personal Selling A two way flow of communication between
a buyer
and a seller that is often a face to face
encounter.
This is also designed to influence a person
or
group's purchase decision
Sales Management Involves planning the selling program and
implementing and evaluating the
performance
Order Taker This person takes process routine orders
for
products that are already sold. They
preserve the
relationship, engage in limited problem
solving,
and represent products with only a few
options
Order Getter They identify potential customers, provide
customers with information, which require
product
knowledge and sales training. They often
sell
products that have many options.
, Customer Sales Support These type of sales people support and
Personnel strengthen
Types the work that order getters do
Types:
- Missionary salespeople
- Sales Engineers
- Team Selling
Missionary Salespeople Mostly used in pharmaceutical activities
these
salespeople do not directly solicit orders.
They
introduce new products and carry out
promotional
activities. There purpose is to INFORM
rather than
directly sell
Sales Engineers Mostly used in business product sales,
they
specialize in identifying, analyzing, and
solving
customer problems. They bring technical
expertise
but still do not actually sell products.
Team Selling A team of professionals in selling or
servicing
major customers. This is used when
specialized
knowledge is needed to satisfy different
interests.
with Verified Solutions | Latest Updated 2026
Personal Selling A two way flow of communication between
a buyer
and a seller that is often a face to face
encounter.
This is also designed to influence a person
or
group's purchase decision
Sales Management Involves planning the selling program and
implementing and evaluating the
performance
Order Taker This person takes process routine orders
for
products that are already sold. They
preserve the
relationship, engage in limited problem
solving,
and represent products with only a few
options
Order Getter They identify potential customers, provide
customers with information, which require
product
knowledge and sales training. They often
sell
products that have many options.
, Customer Sales Support These type of sales people support and
Personnel strengthen
Types the work that order getters do
Types:
- Missionary salespeople
- Sales Engineers
- Team Selling
Missionary Salespeople Mostly used in pharmaceutical activities
these
salespeople do not directly solicit orders.
They
introduce new products and carry out
promotional
activities. There purpose is to INFORM
rather than
directly sell
Sales Engineers Mostly used in business product sales,
they
specialize in identifying, analyzing, and
solving
customer problems. They bring technical
expertise
but still do not actually sell products.
Team Selling A team of professionals in selling or
servicing
major customers. This is used when
specialized
knowledge is needed to satisfy different
interests.
