MK 215 Exam 1 Question and answers
already passed 2025/2026
Personal Selling - correct answer ✔occurs when a company representative interacts directly with a
customer or prospective customer to present information about a product or service
Personal Selling Philosophies: 3 prescriptions - correct answer ✔1. Adopt the marketing concept
2. Value personal selling
3. Become a problem solver/ partner
Value Add - correct answer ✔-A series of creative improvements within the sales process that enhance
the customer experience
****4 Ps of marketing mix
Strategic/ Consultative Selling Model - 4 key areas - correct answer ✔1. relationship strategy
2. product strategy
3. customer strategy
4. presentation strategy
relationship strategy - correct answer ✔Securing, developing, maintaining relationships
product strategy - correct answer ✔A plan that helps salespeople make correct decisions concerning
the selection and positioning of products to meet identified customer needs
Customer strategy - correct answer ✔-Plan that results in maximum responsiveness to customers
needs
, **Understand the buying process
** understand buyer behavior
** develop prospect base
presentation strategy - correct answer ✔-Well developed plan for meeting objectives for each sales call
**Prepare sales presentation objectives
** prepare presentation plan
** renew commitment to customer service
Earning potential of high performing sales reps vs Manager earnings - correct answer ✔-In some cases
high performing sales reps can make more than a manager
**High performing sales: $101,629
**Low & Average Sales Managers: $68,887-$84,525
Partnering Concept - correct answer ✔-Partnering is a strategically developed, long-term relationship
that solves the customer's problems.
**A successful partnering effort results in repeat sales and referrals that expand the prospect base.
**The strength of the partnership increases each time the salesperson uses value-added selling
strategies.
already passed 2025/2026
Personal Selling - correct answer ✔occurs when a company representative interacts directly with a
customer or prospective customer to present information about a product or service
Personal Selling Philosophies: 3 prescriptions - correct answer ✔1. Adopt the marketing concept
2. Value personal selling
3. Become a problem solver/ partner
Value Add - correct answer ✔-A series of creative improvements within the sales process that enhance
the customer experience
****4 Ps of marketing mix
Strategic/ Consultative Selling Model - 4 key areas - correct answer ✔1. relationship strategy
2. product strategy
3. customer strategy
4. presentation strategy
relationship strategy - correct answer ✔Securing, developing, maintaining relationships
product strategy - correct answer ✔A plan that helps salespeople make correct decisions concerning
the selection and positioning of products to meet identified customer needs
Customer strategy - correct answer ✔-Plan that results in maximum responsiveness to customers
needs
, **Understand the buying process
** understand buyer behavior
** develop prospect base
presentation strategy - correct answer ✔-Well developed plan for meeting objectives for each sales call
**Prepare sales presentation objectives
** prepare presentation plan
** renew commitment to customer service
Earning potential of high performing sales reps vs Manager earnings - correct answer ✔-In some cases
high performing sales reps can make more than a manager
**High performing sales: $101,629
**Low & Average Sales Managers: $68,887-$84,525
Partnering Concept - correct answer ✔-Partnering is a strategically developed, long-term relationship
that solves the customer's problems.
**A successful partnering effort results in repeat sales and referrals that expand the prospect base.
**The strength of the partnership increases each time the salesperson uses value-added selling
strategies.
