MKT 4200 Midterm Exam questions with
correct answers
Sales - CORRECT ANSWER-✔✔✅Includes all activities related to the exchange of a product or service to
a buyer for money.
Sales Process - CORRECT ANSWER-✔✔✅the set of steps a salesperson goes through in a particular
organization to sell a particular product or service
Sales Funnel - CORRECT ANSWER-✔✔✅Awareness
Interest
Consideration
Purchase
Post-Purchase
Re-Purchase
Research and Preparation - CORRECT ANSWER-✔✔✅Review customer information, what research
needs to happen, and gain knowledge that will assist you in ushering the customer through the sales
process.
Research prep - CORRECT ANSWER-✔✔✅Buyer knowledge, Product knowledge, Market knowledge
Product Benefits - CORRECT ANSWER-✔✔✅attributes of your offering that address customers needs
Company Benefits - CORRECT ANSWER-✔✔✅attributes of your organization that helps meet or exceed
customers' expectations
Salesperson Benefits - CORRECT ANSWER-✔✔✅attributes of your attitude, behavior, and performance
that helps form a partnership with customer
, Sales Process - CORRECT ANSWER-✔✔✅Research, Approach, Needs Discovery, Value Prop,
Objection/Closing
Attention of the customer - CORRECT ANSWER-✔✔✅earn your prospect's attention within the first 5
seconds of an interview, then continue to earn attention in 60 second increments
How much of communication is nonverbal? - CORRECT ANSWER-✔✔✅80%
Rapport - CORRECT ANSWER-✔✔✅a close and harmonious relationship in which the people or groups
concerned understand each other's feelings or ideas and communicate well.
Attunement - CORRECT ANSWER-✔✔✅the ability to bring one's actions and outlook into harmony with
other people and with the context you are in.
Chameleon Effect - CORRECT ANSWER-✔✔✅adjusting communication style based on the situation.
Needs Discovery - CORRECT ANSWER-✔✔✅asking appropriate questions, listening, and determining
needs
How much should customers be talking - CORRECT ANSWER-✔✔✅80% of the time
SPIN Selling - CORRECT ANSWER-✔✔✅situation, problem, implication, need payoff
Situational Questions - CORRECT ANSWER-✔✔✅Basic information about customers situation; can be
known ahead of time
Problem Questions - CORRECT ANSWER-✔✔✅Get the customer concentrating on particular issues
Implication Questions - CORRECT ANSWER-✔✔✅Help the customer recognize a problem's
consequences
correct answers
Sales - CORRECT ANSWER-✔✔✅Includes all activities related to the exchange of a product or service to
a buyer for money.
Sales Process - CORRECT ANSWER-✔✔✅the set of steps a salesperson goes through in a particular
organization to sell a particular product or service
Sales Funnel - CORRECT ANSWER-✔✔✅Awareness
Interest
Consideration
Purchase
Post-Purchase
Re-Purchase
Research and Preparation - CORRECT ANSWER-✔✔✅Review customer information, what research
needs to happen, and gain knowledge that will assist you in ushering the customer through the sales
process.
Research prep - CORRECT ANSWER-✔✔✅Buyer knowledge, Product knowledge, Market knowledge
Product Benefits - CORRECT ANSWER-✔✔✅attributes of your offering that address customers needs
Company Benefits - CORRECT ANSWER-✔✔✅attributes of your organization that helps meet or exceed
customers' expectations
Salesperson Benefits - CORRECT ANSWER-✔✔✅attributes of your attitude, behavior, and performance
that helps form a partnership with customer
, Sales Process - CORRECT ANSWER-✔✔✅Research, Approach, Needs Discovery, Value Prop,
Objection/Closing
Attention of the customer - CORRECT ANSWER-✔✔✅earn your prospect's attention within the first 5
seconds of an interview, then continue to earn attention in 60 second increments
How much of communication is nonverbal? - CORRECT ANSWER-✔✔✅80%
Rapport - CORRECT ANSWER-✔✔✅a close and harmonious relationship in which the people or groups
concerned understand each other's feelings or ideas and communicate well.
Attunement - CORRECT ANSWER-✔✔✅the ability to bring one's actions and outlook into harmony with
other people and with the context you are in.
Chameleon Effect - CORRECT ANSWER-✔✔✅adjusting communication style based on the situation.
Needs Discovery - CORRECT ANSWER-✔✔✅asking appropriate questions, listening, and determining
needs
How much should customers be talking - CORRECT ANSWER-✔✔✅80% of the time
SPIN Selling - CORRECT ANSWER-✔✔✅situation, problem, implication, need payoff
Situational Questions - CORRECT ANSWER-✔✔✅Basic information about customers situation; can be
known ahead of time
Problem Questions - CORRECT ANSWER-✔✔✅Get the customer concentrating on particular issues
Implication Questions - CORRECT ANSWER-✔✔✅Help the customer recognize a problem's
consequences
