Marketing 341 Final Exam Questions With
Complete Answers
Personal Selling - ANSWER interpersonal interactions with customers and prospects to make
sales and maintain customer relationships
Sales force structure - ANSWER Territorial, Product, Customer,
Territorial - ANSWER Salespeople assigned to exclusive geographic region, sells company full
line of products/services to all customers in that territory
Product - ANSWER Numerous and complex products, Salespeople specialize in selling only a
portion of the company's products
Customer - ANSWER Salespeople specialize in selling only to certain customers or industries,
Whir pool - team assigned to big retailers
Motivating sales people - ANSWER quotas, Evaluations, salary, commission
Personal selling process - ANSWER Prospecting, pre approach, approach, presentation and
demonstration, handling objections, closing, follow-up
, Prospecting - ANSWER identifying qualified potential customers
Pre-approach - ANSWER learning as much as possible about potential customers before
making a sales call
Approach - ANSWER Salesperson meets customer for the first time
Presentation - ANSWER salesperson tells valuable story to buyer, shows how the companys
offer can solve the customers problems, and add value to their business
Handling objections - ANSWER salesperson seeks out, clarifies, and overcomes any customer
objection to buying
Closing - ANSWER salesperson asks customer to order
Follow up - ANSWER Salesperson follows up after sale to ensure customer satisfaction and
repeat business
Sales promotion - ANSWER short-term incentives to encourage the purchase or sales of a
product or service,
Consumer promotions - ANSWER sales promotion tools used to boost short term customer
buying and involvement or to enhance long-term customer relationships
Complete Answers
Personal Selling - ANSWER interpersonal interactions with customers and prospects to make
sales and maintain customer relationships
Sales force structure - ANSWER Territorial, Product, Customer,
Territorial - ANSWER Salespeople assigned to exclusive geographic region, sells company full
line of products/services to all customers in that territory
Product - ANSWER Numerous and complex products, Salespeople specialize in selling only a
portion of the company's products
Customer - ANSWER Salespeople specialize in selling only to certain customers or industries,
Whir pool - team assigned to big retailers
Motivating sales people - ANSWER quotas, Evaluations, salary, commission
Personal selling process - ANSWER Prospecting, pre approach, approach, presentation and
demonstration, handling objections, closing, follow-up
, Prospecting - ANSWER identifying qualified potential customers
Pre-approach - ANSWER learning as much as possible about potential customers before
making a sales call
Approach - ANSWER Salesperson meets customer for the first time
Presentation - ANSWER salesperson tells valuable story to buyer, shows how the companys
offer can solve the customers problems, and add value to their business
Handling objections - ANSWER salesperson seeks out, clarifies, and overcomes any customer
objection to buying
Closing - ANSWER salesperson asks customer to order
Follow up - ANSWER Salesperson follows up after sale to ensure customer satisfaction and
repeat business
Sales promotion - ANSWER short-term incentives to encourage the purchase or sales of a
product or service,
Consumer promotions - ANSWER sales promotion tools used to boost short term customer
buying and involvement or to enhance long-term customer relationships
