MKT 320F FINAL EXAM QUESTIONS WELL ANSWERED CORRECTLY LATEST UPDATE 2026
Sales - Answers This job description has 20 times more people than are in advertising.
Sales - Answers People are successful at this job when they 1) target customers, 2) emphasize
products, 3) choose intermediaries, 4) communicate messages, and 5) adjust prices.
order getting - Answers This sales task consists of establishing relationships with new customers and
developing new business with a well-organized sales presentation dedicated to influencing consumer
behavior.
order taking - Answers This sales task consists of selling to regular or established customers and
maintaining relationships by following sales through to completion and following up on satisfaction.
supporting salespeople - Answers These people assist with orders by enhancing long-run relations
and providing goodwill services and information.
missionary - Answers Supporting salesperson who works for producers and calls on intermediaries,
like a merchandiser or detailer.
Technical specialist - Answers Supporting salesperson who provide technical assistance to the order-
oriented salespeople.
Customer service reps - Answers Supporting salespeople who resolve purchase problems after the
fact and are critical to continuing sales.
customer service - Answers Providing good quality _______ _______ promotes the next sale by
solving a customer's problem and preventing damaged company reputation based on negative
experiences.
team selling - Answers Type of sales technique when a task expert that works with other members on
a specific account.
major accounts - Answers Sales task expert that gives special attention to larger accounts.
Telemarketing - Answers Sales task expert that is often well-received in the business setting only.
sales territories - Answers Assigning sales responsibilities based on geographic areas, therefore
reducing the cost of travel.
Technology - Answers This allows for automated information delivery, self-service stations like ATMs,
and websites with helpful FAQs, freeing salespeople to focus on building relationships instead of
providing basic information.
sales force - Answers This group is best selected with accurate and specific job descriptions followed
by good, continuous on the job training.
Compensation - Answers Can be salary for highly supervised roles, commission for minimal
supervision based on customer satisfaction levels (not raw sales) or a combination.
prospecting - Answers Technique of personal sales that involves following leads of the target market
to identify potential customers.
customer relationship management (CRM) - Answers Database used to keep track of prospects and
maintain current relationships by prioritizing who to contact and how frequently.
Prepared - Answers Type of sales presentation with a canned, standard presentation used for time-
sensitive issues or by inexperienced salespeople.
Consultative - Answers Type of sales presentation where the representative listens to the customers
needs and gives a customer-tailored presentation based on solving the customer's problem which
helps to maintain and establish trusted relationships.
Selling formula - Answers Type of sales presentation that begins with a prepared presentation and
ends with the opportunity for the customer to clarify.
AIDA - Answers All sales presentations should follow this model.
Advertising - Answers This industry has grown from $3 bil to $200 bil with US and Europe at highest
percentage and China growing rapidly.
advertising objectives - Answers These are made more specific than personal selling because they
can't be tailored to specific customers and should be based on brand positioning, introduction,
product promotion, and customer relationship building.
Pioneering - Answers Type of product advertising with a goal to gain demand for a whole product
category in the early product life cycle by informing and obtaining early adopters.
Competitive - Answers Type of product advertising obtaining selective demand for a specific brand
either directly, saying "buy now," or indirectly, just pointing out product advantages rather than
urging to purchase.
Sales - Answers This job description has 20 times more people than are in advertising.
Sales - Answers People are successful at this job when they 1) target customers, 2) emphasize
products, 3) choose intermediaries, 4) communicate messages, and 5) adjust prices.
order getting - Answers This sales task consists of establishing relationships with new customers and
developing new business with a well-organized sales presentation dedicated to influencing consumer
behavior.
order taking - Answers This sales task consists of selling to regular or established customers and
maintaining relationships by following sales through to completion and following up on satisfaction.
supporting salespeople - Answers These people assist with orders by enhancing long-run relations
and providing goodwill services and information.
missionary - Answers Supporting salesperson who works for producers and calls on intermediaries,
like a merchandiser or detailer.
Technical specialist - Answers Supporting salesperson who provide technical assistance to the order-
oriented salespeople.
Customer service reps - Answers Supporting salespeople who resolve purchase problems after the
fact and are critical to continuing sales.
customer service - Answers Providing good quality _______ _______ promotes the next sale by
solving a customer's problem and preventing damaged company reputation based on negative
experiences.
team selling - Answers Type of sales technique when a task expert that works with other members on
a specific account.
major accounts - Answers Sales task expert that gives special attention to larger accounts.
Telemarketing - Answers Sales task expert that is often well-received in the business setting only.
sales territories - Answers Assigning sales responsibilities based on geographic areas, therefore
reducing the cost of travel.
Technology - Answers This allows for automated information delivery, self-service stations like ATMs,
and websites with helpful FAQs, freeing salespeople to focus on building relationships instead of
providing basic information.
sales force - Answers This group is best selected with accurate and specific job descriptions followed
by good, continuous on the job training.
Compensation - Answers Can be salary for highly supervised roles, commission for minimal
supervision based on customer satisfaction levels (not raw sales) or a combination.
prospecting - Answers Technique of personal sales that involves following leads of the target market
to identify potential customers.
customer relationship management (CRM) - Answers Database used to keep track of prospects and
maintain current relationships by prioritizing who to contact and how frequently.
Prepared - Answers Type of sales presentation with a canned, standard presentation used for time-
sensitive issues or by inexperienced salespeople.
Consultative - Answers Type of sales presentation where the representative listens to the customers
needs and gives a customer-tailored presentation based on solving the customer's problem which
helps to maintain and establish trusted relationships.
Selling formula - Answers Type of sales presentation that begins with a prepared presentation and
ends with the opportunity for the customer to clarify.
AIDA - Answers All sales presentations should follow this model.
Advertising - Answers This industry has grown from $3 bil to $200 bil with US and Europe at highest
percentage and China growing rapidly.
advertising objectives - Answers These are made more specific than personal selling because they
can't be tailored to specific customers and should be based on brand positioning, introduction,
product promotion, and customer relationship building.
Pioneering - Answers Type of product advertising with a goal to gain demand for a whole product
category in the early product life cycle by informing and obtaining early adopters.
Competitive - Answers Type of product advertising obtaining selective demand for a specific brand
either directly, saying "buy now," or indirectly, just pointing out product advantages rather than
urging to purchase.
