Marketing Sales Test FINAL REVIEW SCRIPT
2026 TESTED ANSWERS GRADED A+
● need, drive, or desire. Answer: buying motive
● self fulfillment is achieved through satisfaction of. Answer: self
actualization
● which stage in buying process occurs after a customer has evaluated
solutions but before a purchase is made?. Answer: resolution of
problems
● a sales person who is having trouble determining his own
communication style most likely falls into. Answer: zone 1
● Eli's position at Global-Mach involves purchasing complex
manufacturing components, making decisions based on technical data,
and creating detailed, scientific reports. Although Eli is very effective at
his job, he experiences significant difficulty when engaging in
communication with the highly sociable salesperson who services the
account. When the salesperson wants to discuss personal matters, Eli
appears aloof, reserved, and preoccupied. Eli most likely has a(n)
________ communication style.. Answer: reflective
, ● The quadrant model of communication styles assumes that most
people:
A) understand the quadrant model well enough to choose their point on
the quadrant. Answer: have a relatively consistent point on both the
dominance and the sociability continuums
● CRM software can most likely help a salesperson to do all of the
following EXCEPT:. Answer: shift a customer from a reflective to
emotive style
● the platinum rule. Answer: do unto others as they themselves would
have done unto them
● high sociability and high dominance. Answer: Emotive style
● Reciprocity is illegal when one firm pressures another company to
join the agreement. Answer: true
● What are the three principles for developing a code of sales ethics
your book recommends?. Answer: 1. relationship first 2. be honest 3.
personal selling = exchange of value
● Which of the following questions is most important to Marion as she
makes a buying decision?. Answer: are the values/principles similar
2026 TESTED ANSWERS GRADED A+
● need, drive, or desire. Answer: buying motive
● self fulfillment is achieved through satisfaction of. Answer: self
actualization
● which stage in buying process occurs after a customer has evaluated
solutions but before a purchase is made?. Answer: resolution of
problems
● a sales person who is having trouble determining his own
communication style most likely falls into. Answer: zone 1
● Eli's position at Global-Mach involves purchasing complex
manufacturing components, making decisions based on technical data,
and creating detailed, scientific reports. Although Eli is very effective at
his job, he experiences significant difficulty when engaging in
communication with the highly sociable salesperson who services the
account. When the salesperson wants to discuss personal matters, Eli
appears aloof, reserved, and preoccupied. Eli most likely has a(n)
________ communication style.. Answer: reflective
, ● The quadrant model of communication styles assumes that most
people:
A) understand the quadrant model well enough to choose their point on
the quadrant. Answer: have a relatively consistent point on both the
dominance and the sociability continuums
● CRM software can most likely help a salesperson to do all of the
following EXCEPT:. Answer: shift a customer from a reflective to
emotive style
● the platinum rule. Answer: do unto others as they themselves would
have done unto them
● high sociability and high dominance. Answer: Emotive style
● Reciprocity is illegal when one firm pressures another company to
join the agreement. Answer: true
● What are the three principles for developing a code of sales ethics
your book recommends?. Answer: 1. relationship first 2. be honest 3.
personal selling = exchange of value
● Which of the following questions is most important to Marion as she
makes a buying decision?. Answer: are the values/principles similar
