Marketing 201 Final Exam questions and
answers with solutions 2025
What is a sales quota? - ANSWER the specific sales or profit objective a salesperson is expected
to achieve
Outside Sales Force - ANSWER Sales people who travel to call on customers at their location
inside sales force - ANSWER salespeople who conduct business from their offices via telephone,
online and social media.
team selling - ANSWER using teams of people from sales, marketing, engineering, finance,
technical support, and even upper management to service large, complex accounts
personal selling process - ANSWER prospecting, preapproach, approach, presentation, handling
objections, closing, follow-up
sales promotion - ANSWER Short-term incentives to encourage the purchase or sale of a
product or service
Prospecting - ANSWER the sales step in which a salesperson or company identifies qualified
potential customers
Pre-approach - ANSWER the sales step in which a salesperson learns as much as possible about
a prospective customer
approach - ANSWER the sales step in which a salesperson meets the customer for the first time
presentation - ANSWER the sales step in which a salesperson tells the "value story" to the buyer
, handling objections - ANSWER the sales step in which a salesperson seeks out, clarifies, and
overcomes any customer objections to buying
Closing - ANSWER the sales step in which a salesperson asks the customer for an order
follow up - ANSWER the sales step in which a salesperson follows up after the sale to ensure
customer satisfaction and repeat business
direct marketing - ANSWER sales and promotional techniques that deliver promotional
materials individually
Types of Direct Marketing - ANSWER telemarketing
direct mail
catalogs
DRTV - ANSWER direct response television
Competition is _________. - ANSWER good
What does winning look like? - ANSWER high market share & higher profitability
Benchmarking - ANSWER common tool for assessing your products and performance against
competitors
Robin works in a manufacturing company in Ohio. She sells products and handles customer
requests via the company's online live chat feature. In her company, Robin is most likely a part
of the ____________. - ANSWER inside sales force
answers with solutions 2025
What is a sales quota? - ANSWER the specific sales or profit objective a salesperson is expected
to achieve
Outside Sales Force - ANSWER Sales people who travel to call on customers at their location
inside sales force - ANSWER salespeople who conduct business from their offices via telephone,
online and social media.
team selling - ANSWER using teams of people from sales, marketing, engineering, finance,
technical support, and even upper management to service large, complex accounts
personal selling process - ANSWER prospecting, preapproach, approach, presentation, handling
objections, closing, follow-up
sales promotion - ANSWER Short-term incentives to encourage the purchase or sale of a
product or service
Prospecting - ANSWER the sales step in which a salesperson or company identifies qualified
potential customers
Pre-approach - ANSWER the sales step in which a salesperson learns as much as possible about
a prospective customer
approach - ANSWER the sales step in which a salesperson meets the customer for the first time
presentation - ANSWER the sales step in which a salesperson tells the "value story" to the buyer
, handling objections - ANSWER the sales step in which a salesperson seeks out, clarifies, and
overcomes any customer objections to buying
Closing - ANSWER the sales step in which a salesperson asks the customer for an order
follow up - ANSWER the sales step in which a salesperson follows up after the sale to ensure
customer satisfaction and repeat business
direct marketing - ANSWER sales and promotional techniques that deliver promotional
materials individually
Types of Direct Marketing - ANSWER telemarketing
direct mail
catalogs
DRTV - ANSWER direct response television
Competition is _________. - ANSWER good
What does winning look like? - ANSWER high market share & higher profitability
Benchmarking - ANSWER common tool for assessing your products and performance against
competitors
Robin works in a manufacturing company in Ohio. She sells products and handles customer
requests via the company's online live chat feature. In her company, Robin is most likely a part
of the ____________. - ANSWER inside sales force
