MGT 103 BATES FINAL EXAM WITH ACTUAL
QUESTIONS AND 100% VERIFIED ANSWERS |
LATEST 2025/ 2026 UPDATE | GRADED A+ |
100% SUCCESS
The close - correct answer -most important most difficult stage where
you obtain a purchase commitment
Trial Close - correct answer -ask prospect to decide on some aspect of
the purchase
Assumptive Close - correct answer -ask prospect to consider choices
concerning delivery, warranty or financing
Urgency Close - correct answer -ask the prospect to quickly commit to
the purchase
,Final Close - correct answer -when a prospect is clearly ready to buy and
a salesperson asks for the order
Following up a sale - correct answer -making sure a purchase has been
delivered, and that there are no issues so that you can facilitate repeat
sales/referals
ways to Organize the salesforce - correct answer -Geography, customer,
product
Major account management
Geographic sales force - correct answer -dividing sales into
regions/districts
advantages are travel time, lower expenses and no duplication of sales
effort
customer sales organization - correct answer -a different salesforce calls
on each separate type of buyer or marketing channel
,higher cost, duplication of effort
Product sales organization - correct answer -salespeople develop
expertise with a particular product
best when specific knowledge is required to make a sale
higher costs bc of duplication
Workload method: How many salespeople should be employed? -
correct answer -NS = (NC X CF X CL) / AST
number of customers * call length * calls per year / work hours
Salesforce recruitment attribitues - correct answer -Clear Job Analysis
Job Description
Look for Emotional Intelligence
, EQ - correct answer -emotional intelgience, how to interact with and
understand others
How to compensate and motivate a salesforce - correct answer -
motivation: rewards/incentives
compensation:
straight salary
straight comission
Combination
Non Monetary (prizes/trips etc.)
Salesforce evaluation - correct answer -Quantitative: input and output is
measured, sales numbers (PROFIT), ratio to previous years
Qualitative: appearance, attitude, reviews
Vicarious Learning - correct answer -persuasion technique where you
put yourself in another persons shoes
QUESTIONS AND 100% VERIFIED ANSWERS |
LATEST 2025/ 2026 UPDATE | GRADED A+ |
100% SUCCESS
The close - correct answer -most important most difficult stage where
you obtain a purchase commitment
Trial Close - correct answer -ask prospect to decide on some aspect of
the purchase
Assumptive Close - correct answer -ask prospect to consider choices
concerning delivery, warranty or financing
Urgency Close - correct answer -ask the prospect to quickly commit to
the purchase
,Final Close - correct answer -when a prospect is clearly ready to buy and
a salesperson asks for the order
Following up a sale - correct answer -making sure a purchase has been
delivered, and that there are no issues so that you can facilitate repeat
sales/referals
ways to Organize the salesforce - correct answer -Geography, customer,
product
Major account management
Geographic sales force - correct answer -dividing sales into
regions/districts
advantages are travel time, lower expenses and no duplication of sales
effort
customer sales organization - correct answer -a different salesforce calls
on each separate type of buyer or marketing channel
,higher cost, duplication of effort
Product sales organization - correct answer -salespeople develop
expertise with a particular product
best when specific knowledge is required to make a sale
higher costs bc of duplication
Workload method: How many salespeople should be employed? -
correct answer -NS = (NC X CF X CL) / AST
number of customers * call length * calls per year / work hours
Salesforce recruitment attribitues - correct answer -Clear Job Analysis
Job Description
Look for Emotional Intelligence
, EQ - correct answer -emotional intelgience, how to interact with and
understand others
How to compensate and motivate a salesforce - correct answer -
motivation: rewards/incentives
compensation:
straight salary
straight comission
Combination
Non Monetary (prizes/trips etc.)
Salesforce evaluation - correct answer -Quantitative: input and output is
measured, sales numbers (PROFIT), ratio to previous years
Qualitative: appearance, attitude, reviews
Vicarious Learning - correct answer -persuasion technique where you
put yourself in another persons shoes
