MKT 4200-Chapter 1&2 exam questions
with correct answers
Referrals - CORRECT ANSWER-✔✔✅when someone provides a recommendation for a potential
customer or gives an endorsement when speaking to others
active listening - CORRECT ANSWER-✔✔✅Hearing what an individual says, internally evaluating the
message and the responding to confirm the message was recieved as intended
Negotiation - CORRECT ANSWER-✔✔✅A bargaining process focused on reaching an agreement or
compromise
business acumen - CORRECT ANSWER-✔✔✅The ability to understand and address business situations
quickly and efficiently
grit - CORRECT ANSWER-✔✔✅A never-give-up attitude based on both passion and persuasiveness
Customer Relationship Management (CRM) - CORRECT ANSWER-✔✔✅A system for managing a
company's interactions with customers and prospects.
sales pipeline - CORRECT ANSWER-✔✔✅a comprehensive view of where customers are in the sales
process
New business development - CORRECT ANSWER-✔✔✅the activities associated with adding new
customers
Prospecting - CORRECT ANSWER-✔✔✅identifying individuals or companies who may need the selling
firm's products or services
account management - CORRECT ANSWER-✔✔✅managing customer relationships
, account manager - CORRECT ANSWER-✔✔✅focusing on developing customer satisfaction and selling
more to current clients
Farmers - CORRECT ANSWER-✔✔✅another term for salespeople responsible for nurturing
relationships with existing customers
Hunters - CORRECT ANSWER-✔✔✅another term for salespeople responsible for new business
development
cold calling - CORRECT ANSWER-✔✔✅attempting to meet or speak with someone they have never met
or contacted before
Strategic Account Management - CORRECT ANSWER-✔✔✅the selection, establishment, and
maintenance of close institutional relationships with a firm's most important customers
strategic account manager - CORRECT ANSWER-✔✔✅responsible for overseeing several of the firms
most important accounts
missionary selling - CORRECT ANSWER-✔✔✅educating customers about a product/service and
encouraging them to use it
sales engineer - CORRECT ANSWER-✔✔✅Use expertise to help develop appropriate solutions for
customers and prospective customers
field sales, outside sales representative - CORRECT ANSWER-✔✔✅visit customers in their place of
business and work a defined territory
inside sales representative - CORRECT ANSWER-✔✔✅role involving the use of phone and technology
to interact with potential buyers rather than visiting face-to-face
Business-to-business (B2B) - CORRECT ANSWER-✔✔✅A business sells goods/services to another
business.
with correct answers
Referrals - CORRECT ANSWER-✔✔✅when someone provides a recommendation for a potential
customer or gives an endorsement when speaking to others
active listening - CORRECT ANSWER-✔✔✅Hearing what an individual says, internally evaluating the
message and the responding to confirm the message was recieved as intended
Negotiation - CORRECT ANSWER-✔✔✅A bargaining process focused on reaching an agreement or
compromise
business acumen - CORRECT ANSWER-✔✔✅The ability to understand and address business situations
quickly and efficiently
grit - CORRECT ANSWER-✔✔✅A never-give-up attitude based on both passion and persuasiveness
Customer Relationship Management (CRM) - CORRECT ANSWER-✔✔✅A system for managing a
company's interactions with customers and prospects.
sales pipeline - CORRECT ANSWER-✔✔✅a comprehensive view of where customers are in the sales
process
New business development - CORRECT ANSWER-✔✔✅the activities associated with adding new
customers
Prospecting - CORRECT ANSWER-✔✔✅identifying individuals or companies who may need the selling
firm's products or services
account management - CORRECT ANSWER-✔✔✅managing customer relationships
, account manager - CORRECT ANSWER-✔✔✅focusing on developing customer satisfaction and selling
more to current clients
Farmers - CORRECT ANSWER-✔✔✅another term for salespeople responsible for nurturing
relationships with existing customers
Hunters - CORRECT ANSWER-✔✔✅another term for salespeople responsible for new business
development
cold calling - CORRECT ANSWER-✔✔✅attempting to meet or speak with someone they have never met
or contacted before
Strategic Account Management - CORRECT ANSWER-✔✔✅the selection, establishment, and
maintenance of close institutional relationships with a firm's most important customers
strategic account manager - CORRECT ANSWER-✔✔✅responsible for overseeing several of the firms
most important accounts
missionary selling - CORRECT ANSWER-✔✔✅educating customers about a product/service and
encouraging them to use it
sales engineer - CORRECT ANSWER-✔✔✅Use expertise to help develop appropriate solutions for
customers and prospective customers
field sales, outside sales representative - CORRECT ANSWER-✔✔✅visit customers in their place of
business and work a defined territory
inside sales representative - CORRECT ANSWER-✔✔✅role involving the use of phone and technology
to interact with potential buyers rather than visiting face-to-face
Business-to-business (B2B) - CORRECT ANSWER-✔✔✅A business sells goods/services to another
business.
