MAR 3400 EXAM 3 |65 COMPLETE QUESTIONS WITH EXPERT
SOLUTIONS | 2026 LATEST UPDATED | GET A+
50% of COB and 75% of all marketing students start career in... - (Answer)Sales
person-to-person business activity in which a salesperson uncovers and satisfies the needs of a
buyer to the mutual, long-term benefit of both parties. - (Answer)personal selling
ethics - (Answer)-bottomline
Define who and what you are and what you stand for before you need to make the tough decision
Customer Lifetime Value(CLV) - (Answer)-initial profit$
-recurring profits
-likelihood of add-on sales, reorders and renewals
*think of the paint situation
customer churn - (Answer)two-fold responsibility of every sales person
-deliver value to the customer and revenue to the employer
value - (Answer)understanding customers perspective and needs
, who makes buying decision - (Answer)-users
-gatekeepers:: defers unwanted calls, they act as a buffer for the decider *go through the screen*
-deciders
-purchasers
-influencers
-controller
low context - (Answer)written or spoken word dominates
types of buying situations - (Answer)-new tasks
-straight rebuys
-modifed rebuys
new tasks - (Answer)A customer purchases a product or service for the first time
straight rebuys - (Answer)A customer buys the same product from the original source
SOLUTIONS | 2026 LATEST UPDATED | GET A+
50% of COB and 75% of all marketing students start career in... - (Answer)Sales
person-to-person business activity in which a salesperson uncovers and satisfies the needs of a
buyer to the mutual, long-term benefit of both parties. - (Answer)personal selling
ethics - (Answer)-bottomline
Define who and what you are and what you stand for before you need to make the tough decision
Customer Lifetime Value(CLV) - (Answer)-initial profit$
-recurring profits
-likelihood of add-on sales, reorders and renewals
*think of the paint situation
customer churn - (Answer)two-fold responsibility of every sales person
-deliver value to the customer and revenue to the employer
value - (Answer)understanding customers perspective and needs
, who makes buying decision - (Answer)-users
-gatekeepers:: defers unwanted calls, they act as a buffer for the decider *go through the screen*
-deciders
-purchasers
-influencers
-controller
low context - (Answer)written or spoken word dominates
types of buying situations - (Answer)-new tasks
-straight rebuys
-modifed rebuys
new tasks - (Answer)A customer purchases a product or service for the first time
straight rebuys - (Answer)A customer buys the same product from the original source
