MKT 4200 Exam 1 questions with correct
answers
History of Selling - CORRECT ANSWER-✔✔✅- The early 1900s was the Birth of Modern Salesmanship
(Coca Cola, General Electric) - developed a sales force to mass produce goods.
- 1930a/1940s the salesmen were always dressed to the nines. WW2 in 1939 made it a hard time for
salesmen (people couldn't afford the goods). A lot of things were sold door-to-door
-1950s: When the war was over, the salesmen were getting back on their feet. Sold cosmetics, fancy
vacuum cleaners, etc.
-1960s: More technological age
-1980s-90s: Computer age
Why Sales is Important - CORRECT ANSWER-✔✔✅- 1 in 9 people have a Sales job. (2012 stats)
-You are always selling yourself
-Non-sales selling: (- Doctor (sell patient on a remedy)
- Lawyer (sell the jury on a verdict)
- Teacher (sell students on learning/value)
- Coaches (Dabo is the best salesman in college football - convince players Clemson is the best fit.
Sells Clemson)
- Always an element of selling
Drivers of The Economy - CORRECT ANSWER-✔✔✅- Entrepreneurship- 30% of American workers
now work on their own. Huge driver of US economy
- Elasticity - rise in start-ups. Idea that more employees wear different hats. Employee is elastic and is
required to do more of a sales role. American worker should be more flexible to rules.
- Ed-Med - education and health.
Caveat Venditor - CORRECT ANSWER-✔✔✅Seller Beware: Do research, find the reputation of certain
sellers, find info about the certain car you want to buy. If anything goes wrong with the sale, you can
tell everyone online.
, Caveat Emptor - CORRECT ANSWER-✔✔✅Buyer Beware: Buyer needs to be aware of who they are
buying from. Wondering why the car is so great and why the salesman is trying to sell it to you and are
skeptical. Sketchy guys selling sketchy cars.
Sales Process - CORRECT ANSWER-✔✔✅Opening- Building Rapport
Investigating- Asking questions
Demonstrating Capability- Building Value
Obtaining Commitment- Closing the Sale.
E & J Gallo Speaker - CORRECT ANSWER-✔✔✅Largest family owned winery in the world. 1 in 4
bottles of wine sold in the US in Gallo wine.
Sales Leadership Development Program:
- Phase 1: Sales Rep
- Phase 2: District Manager
- Phase 3: Multiple opportunities
Synnex Speaker - CORRECT ANSWER-✔✔✅Bring the most relevant technology solutions to the IT and
customer electronics markets
B2B Mindset: informative content, cater to small audience, close relationships with customers, and
utilize email and targeting.
Ram Tool Speaker - CORRECT ANSWER-✔✔✅Construction Sales
About 90% in person/on site sales
AVG sales rep $125-150K per year
-Need to build trust and credibility with customers
Interviewing/Networking - CORRECT ANSWER-✔✔✅Interview: Selling yourself -- prepare and
participate in the interview, ask questions, dress professionally and clean
Networking:
answers
History of Selling - CORRECT ANSWER-✔✔✅- The early 1900s was the Birth of Modern Salesmanship
(Coca Cola, General Electric) - developed a sales force to mass produce goods.
- 1930a/1940s the salesmen were always dressed to the nines. WW2 in 1939 made it a hard time for
salesmen (people couldn't afford the goods). A lot of things were sold door-to-door
-1950s: When the war was over, the salesmen were getting back on their feet. Sold cosmetics, fancy
vacuum cleaners, etc.
-1960s: More technological age
-1980s-90s: Computer age
Why Sales is Important - CORRECT ANSWER-✔✔✅- 1 in 9 people have a Sales job. (2012 stats)
-You are always selling yourself
-Non-sales selling: (- Doctor (sell patient on a remedy)
- Lawyer (sell the jury on a verdict)
- Teacher (sell students on learning/value)
- Coaches (Dabo is the best salesman in college football - convince players Clemson is the best fit.
Sells Clemson)
- Always an element of selling
Drivers of The Economy - CORRECT ANSWER-✔✔✅- Entrepreneurship- 30% of American workers
now work on their own. Huge driver of US economy
- Elasticity - rise in start-ups. Idea that more employees wear different hats. Employee is elastic and is
required to do more of a sales role. American worker should be more flexible to rules.
- Ed-Med - education and health.
Caveat Venditor - CORRECT ANSWER-✔✔✅Seller Beware: Do research, find the reputation of certain
sellers, find info about the certain car you want to buy. If anything goes wrong with the sale, you can
tell everyone online.
, Caveat Emptor - CORRECT ANSWER-✔✔✅Buyer Beware: Buyer needs to be aware of who they are
buying from. Wondering why the car is so great and why the salesman is trying to sell it to you and are
skeptical. Sketchy guys selling sketchy cars.
Sales Process - CORRECT ANSWER-✔✔✅Opening- Building Rapport
Investigating- Asking questions
Demonstrating Capability- Building Value
Obtaining Commitment- Closing the Sale.
E & J Gallo Speaker - CORRECT ANSWER-✔✔✅Largest family owned winery in the world. 1 in 4
bottles of wine sold in the US in Gallo wine.
Sales Leadership Development Program:
- Phase 1: Sales Rep
- Phase 2: District Manager
- Phase 3: Multiple opportunities
Synnex Speaker - CORRECT ANSWER-✔✔✅Bring the most relevant technology solutions to the IT and
customer electronics markets
B2B Mindset: informative content, cater to small audience, close relationships with customers, and
utilize email and targeting.
Ram Tool Speaker - CORRECT ANSWER-✔✔✅Construction Sales
About 90% in person/on site sales
AVG sales rep $125-150K per year
-Need to build trust and credibility with customers
Interviewing/Networking - CORRECT ANSWER-✔✔✅Interview: Selling yourself -- prepare and
participate in the interview, ask questions, dress professionally and clean
Networking:
