Mktg 3010 Final Exam QUESTIONS AND
CORRECT ANSWERS
If a seller notes that the buyer has difficulties finding qualified people to operate complex machinery,
he/she should ask implication questions related to - CORRECT ANSWER all of the above
SPIN is: - CORRECT ANSWER a probing or interrogatory technique.
Situation questions: - CORRECT ANSWER are overused by inexperienced sellers.
According to the selling communication model, the type of noise that occurs when someone uses
terminology that the average person may not understand is called _____________ noise. - CORRECT
ANSWER semantic
According to the Diana Gats lecture, the following five linkedin components are the most important
ones for a college student to focus on in building their profile: - CORRECT ANSWER Profile,
Edit Profile, Jobs, Groups and Search.
On linkedin, recommendations and endorsements are the same. - CORRECT ANSWER False
Diana Gats, a Certified linkedin Instructor, advised that, at the bare minimum, your background
should include only your experience on your resume. - CORRECT ANSWER False
SPIN Selling is designed for those who want to: - CORRECT ANSWER Successfully handle
larger sales.
An ongoing relationship between the buyer and seller usually occurs in large sales. Which of the
following are reasons why an ongoing relationship is necessary in large sales? - CORRECT
ANSWER A and B only
According to Huthwaite's research detailed in the Rackham's SPIN Selling book, which of the
following statements most accurately describes Huthwaite's conclusion regarding open questions? -
CORRECT ANSWER A relationship between the use of open questions and sales success does
not have meaning in high value sales.
,The single most important selling skill in larger sales is: - CORRECT ANSWER the building of
perceived value.
When considering how to effectively use email, one should follow the following rules: - CORRECT
ANSWER B and C only
Some of the strongly positive benefits of email communication include: - CORRECT
ANSWER A, B and C only
In order to successfully sell to Sensors, a salesperson should consider doing all of the following
except: - CORRECT ANSWER Provide personal assurances that put them at ease.
When your potential customer has a Feeler communication style, you should do all of the following
except: - CORRECT ANSWER Study their technical needs as well as their feelings and
opinions.
Our operating system for understanding the world around us is called - CORRECT
ANSWER Communication Style
The communication style that becomes overly outspoken and emotional when stressed is: -
CORRECT ANSWER Feelers
The fear driving the dark side of Intuitors includes all of the following except: - CORRECT
ANSWER being rejected
When Sensors get stressed, they: - CORRECT ANSWER Can be tactless and domineering.
Based on the four communication styles, when Intuitors get stressed, they: - CORRECT
ANSWER Become overly self-sacrificing.
Signs that Sensors are stressed and headed to the dark side include all the following except: -
CORRECT ANSWER They become overly critical and judgmental.
, Based on the four communication styles, when Thinkers get stressed, they: - CORRECT
ANSWER Begin to focus too much on details.
The catalyst that drives Thinkers to be fearful and express their dark side is: - CORRECT
ANSWER Receiving criticism that implies they are not good enough.
When looking at the Communication Grid, an Intuitor falls in the quadrant of: - CORRECT
ANSWER Low dominance and high sociability.
The communication style that is low sociability and high dominance is: - CORRECT
ANSWER Sensor
Which of the following is not a typical advance? - CORRECT ANSWER An agreement to
move forward but without an agreement to a specific action
When closing in a larger sale: - CORRECT ANSWER B and C only
In most major account sales forces, nearly 90 percent of all calls do not result in an Order or No-sale.
- CORRECT ANSWER True
Which of these is NOT a Kinesic Arousal Cue? - CORRECT ANSWER Tempo variety.
Nonverbal communication cues increase persuasiveness. Which of the following is not considered a
persuasive nonverbal communication cue? - CORRECT ANSWER Vocalic arousal cues.
According to Dan Scwabel's "My 10 Best Pieces of Career Advice for Millenials", you should: -
CORRECT ANSWER Take (calculated) risks early and often in your career.
Interviewers ask behavioral questions to seek specific information of a factual nature. - CORRECT
ANSWER false
Questions that are linked in a way that combines 2-3 questions into one question are called leading
questions. - CORRECT ANSWER false
CORRECT ANSWERS
If a seller notes that the buyer has difficulties finding qualified people to operate complex machinery,
he/she should ask implication questions related to - CORRECT ANSWER all of the above
SPIN is: - CORRECT ANSWER a probing or interrogatory technique.
Situation questions: - CORRECT ANSWER are overused by inexperienced sellers.
According to the selling communication model, the type of noise that occurs when someone uses
terminology that the average person may not understand is called _____________ noise. - CORRECT
ANSWER semantic
According to the Diana Gats lecture, the following five linkedin components are the most important
ones for a college student to focus on in building their profile: - CORRECT ANSWER Profile,
Edit Profile, Jobs, Groups and Search.
On linkedin, recommendations and endorsements are the same. - CORRECT ANSWER False
Diana Gats, a Certified linkedin Instructor, advised that, at the bare minimum, your background
should include only your experience on your resume. - CORRECT ANSWER False
SPIN Selling is designed for those who want to: - CORRECT ANSWER Successfully handle
larger sales.
An ongoing relationship between the buyer and seller usually occurs in large sales. Which of the
following are reasons why an ongoing relationship is necessary in large sales? - CORRECT
ANSWER A and B only
According to Huthwaite's research detailed in the Rackham's SPIN Selling book, which of the
following statements most accurately describes Huthwaite's conclusion regarding open questions? -
CORRECT ANSWER A relationship between the use of open questions and sales success does
not have meaning in high value sales.
,The single most important selling skill in larger sales is: - CORRECT ANSWER the building of
perceived value.
When considering how to effectively use email, one should follow the following rules: - CORRECT
ANSWER B and C only
Some of the strongly positive benefits of email communication include: - CORRECT
ANSWER A, B and C only
In order to successfully sell to Sensors, a salesperson should consider doing all of the following
except: - CORRECT ANSWER Provide personal assurances that put them at ease.
When your potential customer has a Feeler communication style, you should do all of the following
except: - CORRECT ANSWER Study their technical needs as well as their feelings and
opinions.
Our operating system for understanding the world around us is called - CORRECT
ANSWER Communication Style
The communication style that becomes overly outspoken and emotional when stressed is: -
CORRECT ANSWER Feelers
The fear driving the dark side of Intuitors includes all of the following except: - CORRECT
ANSWER being rejected
When Sensors get stressed, they: - CORRECT ANSWER Can be tactless and domineering.
Based on the four communication styles, when Intuitors get stressed, they: - CORRECT
ANSWER Become overly self-sacrificing.
Signs that Sensors are stressed and headed to the dark side include all the following except: -
CORRECT ANSWER They become overly critical and judgmental.
, Based on the four communication styles, when Thinkers get stressed, they: - CORRECT
ANSWER Begin to focus too much on details.
The catalyst that drives Thinkers to be fearful and express their dark side is: - CORRECT
ANSWER Receiving criticism that implies they are not good enough.
When looking at the Communication Grid, an Intuitor falls in the quadrant of: - CORRECT
ANSWER Low dominance and high sociability.
The communication style that is low sociability and high dominance is: - CORRECT
ANSWER Sensor
Which of the following is not a typical advance? - CORRECT ANSWER An agreement to
move forward but without an agreement to a specific action
When closing in a larger sale: - CORRECT ANSWER B and C only
In most major account sales forces, nearly 90 percent of all calls do not result in an Order or No-sale.
- CORRECT ANSWER True
Which of these is NOT a Kinesic Arousal Cue? - CORRECT ANSWER Tempo variety.
Nonverbal communication cues increase persuasiveness. Which of the following is not considered a
persuasive nonverbal communication cue? - CORRECT ANSWER Vocalic arousal cues.
According to Dan Scwabel's "My 10 Best Pieces of Career Advice for Millenials", you should: -
CORRECT ANSWER Take (calculated) risks early and often in your career.
Interviewers ask behavioral questions to seek specific information of a factual nature. - CORRECT
ANSWER false
Questions that are linked in a way that combines 2-3 questions into one question are called leading
questions. - CORRECT ANSWER false
