GSU MK 4330 EXAM QUESTIONS ANSWERED CORRECTLY LATEST UPDATE 2026
Personal Selling - Answers An important part of marketing that relies heavily on interpersonal
interactions between buyers and sellers to initiate, develop, and enhance customer relationships
Trust- Based relationship selling - Answers 1) to earn customer's trust 2) to meet customer needs 3) to
Create, communicate, and deliver value
Sales Dialogue - Answers Business conversation between buyers and sellers that occur as salespeople
attempt to initiate, develop, and enhance customer relationships.
What is a profession? - Answers Specialized knowledge, Significant contribution to society, A defined
culture, Requires a unique set of skills, Certification process and certification body, Uniform code of
ethics
Sales Professionalism - Answers A customer-oriented approach that uses truthful, non-manipulative
tactics to satisfy the long-term needs of both the customer and the selling firm.
Stimulus Response Selling - Answers an approach to selling where the key idea that various stimuli can
elicit predictable responses from customers. Salespeople furnish the stimuli from a repertoire of
words and actions designed to produce the desire response.
Mental States Selling - Answers assumes the buying process for most buyers is essentially identical
and that buyers can be led through certain mental states, or steps, in the buying process.
Need Satisfaction Selling - Answers based on the notion that the customer is buying to satisfy a
particular need or set of needs. The salesperson is more dependent upon questioning and listening to
uncover the buyer's needs. Uncover needs, present solution, sell decision
Problem-solving selling - Answers an extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs: define problem,
generate solutions, evaluate solutions, sell decisions, interact with buyer to determine existing and
potential needs present multiple solutions not limited to sellers products.
Consultative Selling - Answers the process of helping customers reach their strategic goals by using
the products, services, and expertise of the selling organization: long-term ally, business consultant,
strategic orchestrator.
Adaptive selling - Answers the ability of a salesperson to alter his/her sales message and behaviors
during a sales presentation or as they encounter different sales situations ad different customers.
Continued Affirmation Selling - Answers an example of stimulus-response selling in which a series of
questions or statements furnished by the salesperson is designed to condition the prospective buyer
to answering "yes" time after time, until, it is hoped, he or she will be inclined to say "yes" to the
entire sales position.
Characteristics of sales careers - Answers Occupational Outlook, advancement opportunities,
immediate feedback, job variety, independence, compensation
Advancement Opportunities - Answers Successful salespeople display some of the key attributes
necessary for success in executive positions: good communications, self-confident, motivated,
determined, sound judgment
Immediate Feedback - Answers constant feedback on their job performance: analysis of results, sales
managers, customer. Immediate feedback from customers is beneficial because it allows the
salesperson to adjust the message as needed during the comm
Characteristics of Successful Salesperson - Answers active listening, service orientation, strong oral
and written communication skills, problem solving, logical, strategic, dependable, motivated,
integrity, initiative, and adaptable.
What is trust? - Answers the extent of the buyer's confidence that he or she can rely on the
salesperson's integrity.
Why is trust important? - Answers A fundamental competitive strategy of growing numbers of
organizations is to build long term mutually beneficial relationships with their customers'. The ability
of those organizations' salespeople to earn their customer's trust is essential to the success of that
strategy.
How to earn trust? - Answers Expertise, dependability, candor, and customer orientation
Expertise - Answers the ability, knowledge, and resources to meet customer expectations. Expertise
must translate into observable results and contribution for the buyer
Dependability - Answers predictability of persons action. The salesperson must remember the
promises they make to a customer or prospect
, Candor - Answers honesty of the spoken word. It mean being upfront with other, especially with
regard to issues/factors that may impact those others. It takes only one misleading event to lose all
credibility.
customer orientation - Answers the act of salespeople placing as much emphasis on the customer's
interests as their own
Compatibility - Answers a salesperson; commonalities with other individuals. Customers generally like
to deal with salepeople whom they can feel a bond.
Non-Customer-Oriented Behavior - Answers express warranty,
misrepresentation,
negligence,
basis of the bargain
express warranty - Answers a way a salesperson can create product liabilities by giving a product
warranty or guarantee that obligates the selling organization even if the salesperson does not intend
to give the warranty
misrepresentation - Answers a way a salesperson can create product liabilities by making a false claim
about a product thinking it is true
Negligence - Answers a way a salesperson can create product liability by making a clam about a
product without exercising reasonable care to see that this claim is accurate.
basis of the bargain - Answers A term used when a buyer relied on the seller's statements in making a
purchase decision.
promotion knowledge - Answers knowledge tools salespeople must possess to explain their firms'
promotional programs
price knowledge - Answers a salesperson must have pricing policies in order to quote prices and offer
discounts on products
Distinguished Characteristics of Business Markets - Answers Concentrated demand, derived demand,
higher levels of demand fluctuation, purchasing professionals, multiple buying influences, and close
buyer seller relationships
Types of Buyer Needs - Answers Situational needs, Functional Needs, Social Needs, Psychological
Needs, Knowledge Needs, and Employing buyer Evaluation procedure to enhance selling strategies.
Situational Needs - Answers The needs that are contingent on, and often a result of, conditions
related to the specific environment, time, and place.
Functional Needs - Answers the need for a specific core task or function to be performed
Social Needs - Answers the need for acceptance from and association with others
Psychological Needs - Answers these are needs reflect the desire for feeling of assurance and risk
reduction, as well as positive emotions and feelings such as success, joy, excitement, and stimulation
Knowledge Needs - Answers the desire for personal development, information, and knowledge to
increase thought and understanding as to how and why things happen
Electronic Date Interchange (EDI) - Answers transfer of data electronically between two computer
systems
Three type of buying decisions - Answers Straight rebuy, modified rebuy, new task
Straight Rebuy - Answers if past experience satisfactory, buyers buy from same source. A purchase
decision resulting from and ongoing purchasing relationship with a supplier. Ordering is automatics
and computerized, offers the advantage of reduce level of potential competition for the supplier.
Presents major challenge to the out salesperson.
Modified rebuy - Answers occurs when a buyer has experience in purchasing a product in the past but
it is interested in acquiring information. Occurs as the result of changing conditions or needs.
New Task - Answers occurs when a buyer is purchasing a product or service for the first time. Provides
expertise in fully developing and understanding the need, use experience and knowledge to specify
and evaluate potential solution, assist the buyers in making a purchase decision.
Communication Styles - Answers low assertiveness, high assertiveness, low responsiveness, high
responsiveness, amiables, expressives, drivers, analyticals
Low Assertiveness - Answers slow-paced, cooperative, avoid taking risks, supportive, team player,
team player, non-directive, easygoing, reserved in expression opinions
High Assertiveness - Answers fast-paced, competitive, takes risks, independent, directive,
confrontational, forcefully expresses opinions
Low Responsiveness - Answers task oriented,
guarded and cool,
Personal Selling - Answers An important part of marketing that relies heavily on interpersonal
interactions between buyers and sellers to initiate, develop, and enhance customer relationships
Trust- Based relationship selling - Answers 1) to earn customer's trust 2) to meet customer needs 3) to
Create, communicate, and deliver value
Sales Dialogue - Answers Business conversation between buyers and sellers that occur as salespeople
attempt to initiate, develop, and enhance customer relationships.
What is a profession? - Answers Specialized knowledge, Significant contribution to society, A defined
culture, Requires a unique set of skills, Certification process and certification body, Uniform code of
ethics
Sales Professionalism - Answers A customer-oriented approach that uses truthful, non-manipulative
tactics to satisfy the long-term needs of both the customer and the selling firm.
Stimulus Response Selling - Answers an approach to selling where the key idea that various stimuli can
elicit predictable responses from customers. Salespeople furnish the stimuli from a repertoire of
words and actions designed to produce the desire response.
Mental States Selling - Answers assumes the buying process for most buyers is essentially identical
and that buyers can be led through certain mental states, or steps, in the buying process.
Need Satisfaction Selling - Answers based on the notion that the customer is buying to satisfy a
particular need or set of needs. The salesperson is more dependent upon questioning and listening to
uncover the buyer's needs. Uncover needs, present solution, sell decision
Problem-solving selling - Answers an extension of need satisfaction selling that goes beyond
identifying needs to developing alternative solutions for satisfying these needs: define problem,
generate solutions, evaluate solutions, sell decisions, interact with buyer to determine existing and
potential needs present multiple solutions not limited to sellers products.
Consultative Selling - Answers the process of helping customers reach their strategic goals by using
the products, services, and expertise of the selling organization: long-term ally, business consultant,
strategic orchestrator.
Adaptive selling - Answers the ability of a salesperson to alter his/her sales message and behaviors
during a sales presentation or as they encounter different sales situations ad different customers.
Continued Affirmation Selling - Answers an example of stimulus-response selling in which a series of
questions or statements furnished by the salesperson is designed to condition the prospective buyer
to answering "yes" time after time, until, it is hoped, he or she will be inclined to say "yes" to the
entire sales position.
Characteristics of sales careers - Answers Occupational Outlook, advancement opportunities,
immediate feedback, job variety, independence, compensation
Advancement Opportunities - Answers Successful salespeople display some of the key attributes
necessary for success in executive positions: good communications, self-confident, motivated,
determined, sound judgment
Immediate Feedback - Answers constant feedback on their job performance: analysis of results, sales
managers, customer. Immediate feedback from customers is beneficial because it allows the
salesperson to adjust the message as needed during the comm
Characteristics of Successful Salesperson - Answers active listening, service orientation, strong oral
and written communication skills, problem solving, logical, strategic, dependable, motivated,
integrity, initiative, and adaptable.
What is trust? - Answers the extent of the buyer's confidence that he or she can rely on the
salesperson's integrity.
Why is trust important? - Answers A fundamental competitive strategy of growing numbers of
organizations is to build long term mutually beneficial relationships with their customers'. The ability
of those organizations' salespeople to earn their customer's trust is essential to the success of that
strategy.
How to earn trust? - Answers Expertise, dependability, candor, and customer orientation
Expertise - Answers the ability, knowledge, and resources to meet customer expectations. Expertise
must translate into observable results and contribution for the buyer
Dependability - Answers predictability of persons action. The salesperson must remember the
promises they make to a customer or prospect
, Candor - Answers honesty of the spoken word. It mean being upfront with other, especially with
regard to issues/factors that may impact those others. It takes only one misleading event to lose all
credibility.
customer orientation - Answers the act of salespeople placing as much emphasis on the customer's
interests as their own
Compatibility - Answers a salesperson; commonalities with other individuals. Customers generally like
to deal with salepeople whom they can feel a bond.
Non-Customer-Oriented Behavior - Answers express warranty,
misrepresentation,
negligence,
basis of the bargain
express warranty - Answers a way a salesperson can create product liabilities by giving a product
warranty or guarantee that obligates the selling organization even if the salesperson does not intend
to give the warranty
misrepresentation - Answers a way a salesperson can create product liabilities by making a false claim
about a product thinking it is true
Negligence - Answers a way a salesperson can create product liability by making a clam about a
product without exercising reasonable care to see that this claim is accurate.
basis of the bargain - Answers A term used when a buyer relied on the seller's statements in making a
purchase decision.
promotion knowledge - Answers knowledge tools salespeople must possess to explain their firms'
promotional programs
price knowledge - Answers a salesperson must have pricing policies in order to quote prices and offer
discounts on products
Distinguished Characteristics of Business Markets - Answers Concentrated demand, derived demand,
higher levels of demand fluctuation, purchasing professionals, multiple buying influences, and close
buyer seller relationships
Types of Buyer Needs - Answers Situational needs, Functional Needs, Social Needs, Psychological
Needs, Knowledge Needs, and Employing buyer Evaluation procedure to enhance selling strategies.
Situational Needs - Answers The needs that are contingent on, and often a result of, conditions
related to the specific environment, time, and place.
Functional Needs - Answers the need for a specific core task or function to be performed
Social Needs - Answers the need for acceptance from and association with others
Psychological Needs - Answers these are needs reflect the desire for feeling of assurance and risk
reduction, as well as positive emotions and feelings such as success, joy, excitement, and stimulation
Knowledge Needs - Answers the desire for personal development, information, and knowledge to
increase thought and understanding as to how and why things happen
Electronic Date Interchange (EDI) - Answers transfer of data electronically between two computer
systems
Three type of buying decisions - Answers Straight rebuy, modified rebuy, new task
Straight Rebuy - Answers if past experience satisfactory, buyers buy from same source. A purchase
decision resulting from and ongoing purchasing relationship with a supplier. Ordering is automatics
and computerized, offers the advantage of reduce level of potential competition for the supplier.
Presents major challenge to the out salesperson.
Modified rebuy - Answers occurs when a buyer has experience in purchasing a product in the past but
it is interested in acquiring information. Occurs as the result of changing conditions or needs.
New Task - Answers occurs when a buyer is purchasing a product or service for the first time. Provides
expertise in fully developing and understanding the need, use experience and knowledge to specify
and evaluate potential solution, assist the buyers in making a purchase decision.
Communication Styles - Answers low assertiveness, high assertiveness, low responsiveness, high
responsiveness, amiables, expressives, drivers, analyticals
Low Assertiveness - Answers slow-paced, cooperative, avoid taking risks, supportive, team player,
team player, non-directive, easygoing, reserved in expression opinions
High Assertiveness - Answers fast-paced, competitive, takes risks, independent, directive,
confrontational, forcefully expresses opinions
Low Responsiveness - Answers task oriented,
guarded and cool,
