Marketing 357 Exam 1-UNL-Mardeson NEWEST
EXAM 2026-2027 COMPLETE 45 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED
ANSWERS) ALREADY GRADED A+
-______________ allow for the quick answer: do, can, did, if, or will/would
-have a place in the process
-ultimately we need to know which questions to use and where
-we use these to affirm or direct our thoughts
-converse, dont interrogate
-"do you think your customers would like this?" - CORRECT ANSWER: Closed ended
questions
-"blissful ignorance"
-Salesperson is unaware and ineffective
-Have no idea what they are doing
-Cause issues with customers and employees
-Very difficult to manage - CORRECT ANSWER: The unconscious incompetent
-Adjustment of what is desired
-Open mind stage
-Customer defines what they are willing to give up and what will satisfy them
-Customers decide what additional things they will add to the purchase - CORRECT ANSWER:
Measurement stage
-admitted that they have an issue
-More rare to find a customer in this stage
-Important to build relationship and provide solutions - CORRECT ANSWER: Decision stage
, -asking questions
-This is where you find out the customers problems and goals
-how can we improve this process - CORRECT ANSWER: Investigating
-Buyers remorse(cognitive dissonance)
-Severity of this usually goes with how much was spent
-dissatisfaction
-96% of customers will keep this to themselves - CORRECT ANSWER: Reconsideration stage
-customer admits he has a problem that needs fixing
-Does the customer want to fix the problem or do they want to live with it?
-^lingers throughout the process as info presents itself to customer.
-Customer has to make up their mind
-Persuade the customer they have a problem and need to fix it - CORRECT ANSWER:
Acknowledgement stage
-customer has convinced themselves they have no needs or problems to solve
-There is no difference between selling tangible products and intangible products - CORRECT
ANSWER: Satisfied stage
-Customer has decided "must haves"
-"who will i trust to help with this decision?"
-Customer decided how deep theyll take their search for alternatives
-Huge opportunity to maximize relationships - CORRECT ANSWER: Investigation stage
-customers are motivated by size of need and time frame
-customers make decisions based on problems, not needs: bigger the problem, bigger the need
EXAM 2026-2027 COMPLETE 45 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED
ANSWERS) ALREADY GRADED A+
-______________ allow for the quick answer: do, can, did, if, or will/would
-have a place in the process
-ultimately we need to know which questions to use and where
-we use these to affirm or direct our thoughts
-converse, dont interrogate
-"do you think your customers would like this?" - CORRECT ANSWER: Closed ended
questions
-"blissful ignorance"
-Salesperson is unaware and ineffective
-Have no idea what they are doing
-Cause issues with customers and employees
-Very difficult to manage - CORRECT ANSWER: The unconscious incompetent
-Adjustment of what is desired
-Open mind stage
-Customer defines what they are willing to give up and what will satisfy them
-Customers decide what additional things they will add to the purchase - CORRECT ANSWER:
Measurement stage
-admitted that they have an issue
-More rare to find a customer in this stage
-Important to build relationship and provide solutions - CORRECT ANSWER: Decision stage
, -asking questions
-This is where you find out the customers problems and goals
-how can we improve this process - CORRECT ANSWER: Investigating
-Buyers remorse(cognitive dissonance)
-Severity of this usually goes with how much was spent
-dissatisfaction
-96% of customers will keep this to themselves - CORRECT ANSWER: Reconsideration stage
-customer admits he has a problem that needs fixing
-Does the customer want to fix the problem or do they want to live with it?
-^lingers throughout the process as info presents itself to customer.
-Customer has to make up their mind
-Persuade the customer they have a problem and need to fix it - CORRECT ANSWER:
Acknowledgement stage
-customer has convinced themselves they have no needs or problems to solve
-There is no difference between selling tangible products and intangible products - CORRECT
ANSWER: Satisfied stage
-Customer has decided "must haves"
-"who will i trust to help with this decision?"
-Customer decided how deep theyll take their search for alternatives
-Huge opportunity to maximize relationships - CORRECT ANSWER: Investigation stage
-customers are motivated by size of need and time frame
-customers make decisions based on problems, not needs: bigger the problem, bigger the need
