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GSU MK 4330 Questions and Correct
Answers/ Latest Update / Already Graded
Personal Selling
Ans: 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
Ans: 1) to earn customer's trust 2) to meet customer needs 3)
to Create, communicate, and deliver value
Sales Dialogue
Ans: Business conversation between buyers and sellers that
occur as salespeople attempt to initiate, develop, and enhance
customer relationships.
What is a profession?
Ans: Specialized knowledge, Significant contribution to
society, A defined culture, Requires a unique set of skills,
Certification process and certification body, Uniform code of
ethics
All rights reserved © 2025/ 2026 |
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Sales Professionalism
Ans: 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
Ans: 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
Ans: 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
Ans: 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
All rights reserved © 2025/ 2026 |
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Problem-solving selling
Ans: 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
Ans: 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
Ans: 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
Ans: 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"
All rights reserved © 2025/ 2026 |
GSU MK 4330 Questions and Correct
Answers/ Latest Update / Already Graded
Personal Selling
Ans: 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
Ans: 1) to earn customer's trust 2) to meet customer needs 3)
to Create, communicate, and deliver value
Sales Dialogue
Ans: Business conversation between buyers and sellers that
occur as salespeople attempt to initiate, develop, and enhance
customer relationships.
What is a profession?
Ans: Specialized knowledge, Significant contribution to
society, A defined culture, Requires a unique set of skills,
Certification process and certification body, Uniform code of
ethics
All rights reserved © 2025/ 2026 |
, Page |2
Sales Professionalism
Ans: 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
Ans: 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
Ans: 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
Ans: 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
All rights reserved © 2025/ 2026 |
, Page |3
Problem-solving selling
Ans: 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
Ans: 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
Ans: 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
Ans: 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"
All rights reserved © 2025/ 2026 |
