MKTG 357 EXAM 1 - TIMOTHY MCCOY – ULL Questions AND
Correct Answers
acceleration principle - ✔✔When demand increases (or
decreases) in the consumer market, the business market
reacts by accelerating the buildup (or reduction) of
inventories and increasing (or decreasing) plant capacity
actual state - ✔✔A buyer's actual state of being.
adaptive selling - ✔✔the ability of salespeople to alter their
sales messages and behaviors during a sales presentation or
as they encounter different sales situations and different
customers
AIDA - ✔✔An acronym for the various mental states the
salesperson must lead customers through when using mental
states selling: attention, interest, desire, and action.
Basis of the Bargain - ✔✔When a buyer relies on the seller's
statements in making a purchase decision.
Business market - ✔✔A market composed of firms,
institutions, and governments who acquire goods and services
, to use as inputs into their own manufacturing process, for use
in their day-to-day operations, or for resale to their own
customers.
buying teams - ✔✔Teams of individuals in organizations that
incorporate the expertise and multiple buying influences of
people from different departments throughout the
organization.
candor - ✔✔honesty of the spoken word
compatibility/likeability - ✔✔a salesperson's commonalities
with other individuals
competitor knowledge - ✔✔Knowledge of a competitor's
strengths and weaknesses in the market.
Consultative selling - ✔✔An acronym for the various mental
states the salesperson must lead customers through when
using mental states selling: attention, interest, desire, and
action.
Correct Answers
acceleration principle - ✔✔When demand increases (or
decreases) in the consumer market, the business market
reacts by accelerating the buildup (or reduction) of
inventories and increasing (or decreasing) plant capacity
actual state - ✔✔A buyer's actual state of being.
adaptive selling - ✔✔the ability of salespeople to alter their
sales messages and behaviors during a sales presentation or
as they encounter different sales situations and different
customers
AIDA - ✔✔An acronym for the various mental states the
salesperson must lead customers through when using mental
states selling: attention, interest, desire, and action.
Basis of the Bargain - ✔✔When a buyer relies on the seller's
statements in making a purchase decision.
Business market - ✔✔A market composed of firms,
institutions, and governments who acquire goods and services
, to use as inputs into their own manufacturing process, for use
in their day-to-day operations, or for resale to their own
customers.
buying teams - ✔✔Teams of individuals in organizations that
incorporate the expertise and multiple buying influences of
people from different departments throughout the
organization.
candor - ✔✔honesty of the spoken word
compatibility/likeability - ✔✔a salesperson's commonalities
with other individuals
competitor knowledge - ✔✔Knowledge of a competitor's
strengths and weaknesses in the market.
Consultative selling - ✔✔An acronym for the various mental
states the salesperson must lead customers through when
using mental states selling: attention, interest, desire, and
action.
