MAR 3023 FSU BRADY FINAL EXAM 2026
PREMIUM REVIEW QUESTIONS CORRECT
RESPONSES
◉ affective stage. Answer: feeling
◉ behavioral stage. Answer: doing
◉ attention, interest, desire, action. Answer: AIDA
◉ AIDA. Answer: represents stages a sales person must take
customer though in order for them to make a purchase
◉ sales. Answer: _____ is more lucrative than advertising
◉ goals of a personal seller. Answer: - satisfy customer
- build relationships
- being of service
◉ traditional advertising. Answer: best suited for low-cost low-
complexity goods of small importance that are distributed though
channel distribution and require no post purchase contact
,◉ personal selling. Answer: best suited for high-cost high-
complexity goods of great importance that are purchased directly
and require a post c=purchase contact
◉ types of personal sales. Answer: - transactional sales
- consultive sales
- strategic sales
- relationship sales
◉ transactional sales. Answer: selling normal products
◉ consultive sales. Answer: educate and guide customers through
the process of purchasing good or service
◉ strategic sales. Answer: selling with a plan, purpose, and focus
◉ relationship sales. Answer: selling not only the company, but
yourself as a accurate representation of the company's values
◉ motivation. Answer: - income
- independence
- impact
, - advancement
◉ sales process. Answer: - prospecting
- pre approach
- approach
- need discovery/ diagnosis
- presentation
- overcoming objection
- advancing sale
- following up
◉ prospecting. Answer: developing a list of potential customers
- advertising can generate leads
- sales records, trade shows, commercial database, public records,
LinkedIn, referrals
◉ prospecting sources. Answer: REFERRALS, sales records, trade
show, commercial database, public records, linkedin
◉ quantifying prospects. Answer: identify
- a need
- ability to purchase
PREMIUM REVIEW QUESTIONS CORRECT
RESPONSES
◉ affective stage. Answer: feeling
◉ behavioral stage. Answer: doing
◉ attention, interest, desire, action. Answer: AIDA
◉ AIDA. Answer: represents stages a sales person must take
customer though in order for them to make a purchase
◉ sales. Answer: _____ is more lucrative than advertising
◉ goals of a personal seller. Answer: - satisfy customer
- build relationships
- being of service
◉ traditional advertising. Answer: best suited for low-cost low-
complexity goods of small importance that are distributed though
channel distribution and require no post purchase contact
,◉ personal selling. Answer: best suited for high-cost high-
complexity goods of great importance that are purchased directly
and require a post c=purchase contact
◉ types of personal sales. Answer: - transactional sales
- consultive sales
- strategic sales
- relationship sales
◉ transactional sales. Answer: selling normal products
◉ consultive sales. Answer: educate and guide customers through
the process of purchasing good or service
◉ strategic sales. Answer: selling with a plan, purpose, and focus
◉ relationship sales. Answer: selling not only the company, but
yourself as a accurate representation of the company's values
◉ motivation. Answer: - income
- independence
- impact
, - advancement
◉ sales process. Answer: - prospecting
- pre approach
- approach
- need discovery/ diagnosis
- presentation
- overcoming objection
- advancing sale
- following up
◉ prospecting. Answer: developing a list of potential customers
- advertising can generate leads
- sales records, trade shows, commercial database, public records,
LinkedIn, referrals
◉ prospecting sources. Answer: REFERRALS, sales records, trade
show, commercial database, public records, linkedin
◉ quantifying prospects. Answer: identify
- a need
- ability to purchase
