©EVERLY 2025 ALL RIGHTS RESERVED
SPMA 3P95 Midterm Exam Questions And
Answers 100% Pass
Who was Dale Carnegie? - ANS -Writer and lecturer
-Core idea in his books was to change a person's behaviour, you have to start to change one's
own behaviour towards them
-Dale Carnegie Training founded in 1912
Carnegie (1936) Six Ways to Make People Like You - ANS 1. Become genuinely interested in
other people
2. Smile
3. Remember names
4. Be a good listener
5. Talk in terms of the other person's interests
6. Make the other person feel important
1. Become genuinely interested in other people - ANS -"Why should people be interested in
you unless you are first interested in them?"
-Examples:
-Remembering birthdays
-Send stamps to the potential client for his son
-Dick Lenfest was the AGM in Pittsfield: Hyatt was the new guy in charge of souvenirs, Dick
Lenfest had a key and broke in and took two key chains, he was going on a sales call with the
, ©EVERLY 2025 ALL RIGHTS RESERVED
KFC sponsor person and he knew everything about the guys family, by showing interest KFC
sponsor would renew
2. Smile - ANS -"You must have a good time meeting people if you expect them to have a
good time meeting you"
-Wouldn't you rather conduct business with a friendly salesperson
3. Remember Names - ANS -To anyone, their name is the sweetest sound in any language (in
Japan, one of the biggest insults is for someone to introduce himself to you twice)
-What are some ways a person can get better at this?
-Association: associate a word you can remember with a person, but be careful
-(Hyatts brother in law's brother had a very difficult name to pronounce, he associated his
name with urine)
4. Be a Good Listener - ANS -"Exclusive attention to the person who is speaking to you is very
important. Nothing else is so flattering..."
-A good conversationalist is really just a good listener
-Discuss yourself as little as possible
-Never, ever interrupt a potential client who's speaking
5. Talk in Terms of the Other Person's Interests - ANS -"The royal road to a man's heart is to
talk to him about the things he treasures most"
-When on sales calls, look at the walls (waiting room, conference room, potential client's
office). Often decorations indicate interest:
-(Fishing artwork? Photos of minor sport teams they sponsor? Letters of appreciation for
helping charities?)
-Discuss them as an icebreaker
6. Make the Other Person Feel Important - ANS -"The deepest principle in human nature is
the craving to be appreciated"
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-Hyatt was at the passport office and noticed the clerk writing in cursive handwriting and he
complimented it and she was very happy to be appreciated, he was going to Cuba
-After having my intial meeting with a potential client, I always sent a handwritten thank you
note
-Hyatt would always handwrite thank you notes, the personal touch went a long way
More on Paying Close Attention - ANS -Whenever you're in a face-to-face meeting (sales, job
interview, etc.) show rapt interest and attention
-How? Take Notes
-Ask first, "May I take notes? I don't want to miss any of the important details." (or some such
thing)
-They'll be flattered you find what they are saying so important
Criticisms of Dale Carnegie - ANS -Do you buy what he's selling?
-Isn't it just manipulation?
-Carnegie says not, he says that all of this must be genuine and authentic
-Critics say that if the six steps are a deliberate technique for success, how can they be genuine
and authentic?
Sport Marketing: What is it? - ANS *Sport Marketing (Mullin, Hardy, Sutton: 2007)*
-"consists of all activities designed to meet the needs and wants of sport consumers through
exchange processes"
Selling: What is it? - ANS *Selling (Futrell: 1992)*
-"In business, selling refers to the personal communication of information to persuade a
prospective customer to buy something...which satisfies that individual's needs
*Selling (Enis; 1979)*
-"Selling is personal interaction for the purpose of facilitating exchange to mutual advantage"
SPMA 3P95 Midterm Exam Questions And
Answers 100% Pass
Who was Dale Carnegie? - ANS -Writer and lecturer
-Core idea in his books was to change a person's behaviour, you have to start to change one's
own behaviour towards them
-Dale Carnegie Training founded in 1912
Carnegie (1936) Six Ways to Make People Like You - ANS 1. Become genuinely interested in
other people
2. Smile
3. Remember names
4. Be a good listener
5. Talk in terms of the other person's interests
6. Make the other person feel important
1. Become genuinely interested in other people - ANS -"Why should people be interested in
you unless you are first interested in them?"
-Examples:
-Remembering birthdays
-Send stamps to the potential client for his son
-Dick Lenfest was the AGM in Pittsfield: Hyatt was the new guy in charge of souvenirs, Dick
Lenfest had a key and broke in and took two key chains, he was going on a sales call with the
, ©EVERLY 2025 ALL RIGHTS RESERVED
KFC sponsor person and he knew everything about the guys family, by showing interest KFC
sponsor would renew
2. Smile - ANS -"You must have a good time meeting people if you expect them to have a
good time meeting you"
-Wouldn't you rather conduct business with a friendly salesperson
3. Remember Names - ANS -To anyone, their name is the sweetest sound in any language (in
Japan, one of the biggest insults is for someone to introduce himself to you twice)
-What are some ways a person can get better at this?
-Association: associate a word you can remember with a person, but be careful
-(Hyatts brother in law's brother had a very difficult name to pronounce, he associated his
name with urine)
4. Be a Good Listener - ANS -"Exclusive attention to the person who is speaking to you is very
important. Nothing else is so flattering..."
-A good conversationalist is really just a good listener
-Discuss yourself as little as possible
-Never, ever interrupt a potential client who's speaking
5. Talk in Terms of the Other Person's Interests - ANS -"The royal road to a man's heart is to
talk to him about the things he treasures most"
-When on sales calls, look at the walls (waiting room, conference room, potential client's
office). Often decorations indicate interest:
-(Fishing artwork? Photos of minor sport teams they sponsor? Letters of appreciation for
helping charities?)
-Discuss them as an icebreaker
6. Make the Other Person Feel Important - ANS -"The deepest principle in human nature is
the craving to be appreciated"
, ©EVERLY 2025 ALL RIGHTS RESERVED
-Hyatt was at the passport office and noticed the clerk writing in cursive handwriting and he
complimented it and she was very happy to be appreciated, he was going to Cuba
-After having my intial meeting with a potential client, I always sent a handwritten thank you
note
-Hyatt would always handwrite thank you notes, the personal touch went a long way
More on Paying Close Attention - ANS -Whenever you're in a face-to-face meeting (sales, job
interview, etc.) show rapt interest and attention
-How? Take Notes
-Ask first, "May I take notes? I don't want to miss any of the important details." (or some such
thing)
-They'll be flattered you find what they are saying so important
Criticisms of Dale Carnegie - ANS -Do you buy what he's selling?
-Isn't it just manipulation?
-Carnegie says not, he says that all of this must be genuine and authentic
-Critics say that if the six steps are a deliberate technique for success, how can they be genuine
and authentic?
Sport Marketing: What is it? - ANS *Sport Marketing (Mullin, Hardy, Sutton: 2007)*
-"consists of all activities designed to meet the needs and wants of sport consumers through
exchange processes"
Selling: What is it? - ANS *Selling (Futrell: 1992)*
-"In business, selling refers to the personal communication of information to persuade a
prospective customer to buy something...which satisfies that individual's needs
*Selling (Enis; 1979)*
-"Selling is personal interaction for the purpose of facilitating exchange to mutual advantage"
