MARKETING 357 - EXAM 2 (UPDATED 2026) QUESTIONS AND ANSWERS 100% PASS

MARKETING 357 - EXAM 2 (UPDATED
2026) QUESTIONS AND ANSWERS 100%
PASS
How many steps does the Selling Cycle have (including Substeps) -

CORRECTANSWER 22 steps



Persuasion definition -CORRECTANSWER to move by argument, entreaty or

expostulation to a belief, position or course of action...to get with difficulty



Selling definition -CORRECTANSWER taking an idea, planting that idea in your

customers' minds, and making them feel that they thought of it



Stages of Selling cycle -CORRECTANSWER Research

Analysis

Confirmation

Requirement

Specification

Solution

Close

Maintenance

, Research Stage -CORRECTANSWER -Learn about customers business, themselves,

their goals and needs



-Find key info: Who are the decision makers?



How many steps and rules are in the research stage? -CORRECTANSWER Two steps,

3 rules in step 1



1st step of the research stage and what's it used for -CORRECTANSWER Background

probes

-use to determine customer's situation



What are the 3 rules to step one in the research stage? -CORRECTANSWER 1) Keep

questions open ended

2) Avoid problems (don't ask what problems they have)

3) Play to your strengths

-ask questions that lead them to your solution/sales pitch



Step 2 of the Research stage -CORRECTANSWER Make sure you have everything.

Ask: "Anything else?" or I feel like I have a pretty good handle on things, is there

anything else you think might help me understand your business?"