mar 3400 exam 1 2024/2025 already graded A+
1). Old selling
Ans: "walking brochure"
2). New selling
Ans: idea of intelligence
3). How people do new selling with intelligence
Ans: -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
4). *emotional intelligence (3)
Ans: 1. emotional awareness
2. managing emotions
3.reasoning with emotions
5). *emotional awareness
Ans: identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
6). *managing emotions
Ans: maintaining control
responding appropriately
keep emotions in check- when being rejected
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, 7). *reasoning with emotions
Ans: harness and apply emotions
apply to problem solving
focus and direct thinking
8). Curiosity
Ans: curious ab customer, ask lots of questions
9). 3 guidelines of sales
Ans: 1. always be improving
2. never stop learning
3. develop yourself professionally
10). Two important parts of the way we present ourselves
Ans: -The way we dress and present ourselves physically ; simplicity, appropriateness,
quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye
contact, pay attention to body entrance and carriage, communicate with confidence,
effective handshake
11). How to build trust with client
Ans: always put clients interest first
12). Factors impacting trust
Ans: -trust is established when buyers know you wont take advantage of their
vulnerability
- trust grows when you do what you say you're going to do
- relationship trust; grows slowly, declines quickly, protect it and don't take advantage of it,
fulfill obligations
13). *service-focused perspective
Ans: Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
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, 14). Two ideas in ethics
Ans: -Ethics in health of your career; your reputation is not a secret - employer and
customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
15). What are ethics
Ans: Ethics are the principles governing behavior of an individual or a group. These
principles establish appropriate behavior, indicating what is right and wrong
16). Main point of companies ethics
Ans: develop your own code of ethics so you know how to act correctly
17). How to grow customers
Ans: -investing in relationship building activities with clients outside of the office
-sales-focused organizations allocate a portion of their budget to socially engage current
customers and future prospects; 6% expenditures
18). Examples of networking/ entertaining clients
Ans: dinner, gold outings, happy hour, conferences, lunch
19). Ex of client abuse
Ans: when stepped away from table client orders every expensive bottle
20). To avoid any abuses
Ans: -set limit, time and budgets
-estavlish expectations with the prospect
-communicate with management
-talk to server/bartender before
-know difference between socializing and entertaining
- do not drink excessively
-use entertainment to strengthen relationship, NOT establish one!
21). Factors that can affect ethical behavior
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1). Old selling
Ans: "walking brochure"
2). New selling
Ans: idea of intelligence
3). How people do new selling with intelligence
Ans: -adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
4). *emotional intelligence (3)
Ans: 1. emotional awareness
2. managing emotions
3.reasoning with emotions
5). *emotional awareness
Ans: identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
6). *managing emotions
Ans: maintaining control
responding appropriately
keep emotions in check- when being rejected
PaperStoc.com Page 1 of 16
, 7). *reasoning with emotions
Ans: harness and apply emotions
apply to problem solving
focus and direct thinking
8). Curiosity
Ans: curious ab customer, ask lots of questions
9). 3 guidelines of sales
Ans: 1. always be improving
2. never stop learning
3. develop yourself professionally
10). Two important parts of the way we present ourselves
Ans: -The way we dress and present ourselves physically ; simplicity, appropriateness,
quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye
contact, pay attention to body entrance and carriage, communicate with confidence,
effective handshake
11). How to build trust with client
Ans: always put clients interest first
12). Factors impacting trust
Ans: -trust is established when buyers know you wont take advantage of their
vulnerability
- trust grows when you do what you say you're going to do
- relationship trust; grows slowly, declines quickly, protect it and don't take advantage of it,
fulfill obligations
13). *service-focused perspective
Ans: Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
PaperStoc.com Page 2 of 16
, 14). Two ideas in ethics
Ans: -Ethics in health of your career; your reputation is not a secret - employer and
customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
15). What are ethics
Ans: Ethics are the principles governing behavior of an individual or a group. These
principles establish appropriate behavior, indicating what is right and wrong
16). Main point of companies ethics
Ans: develop your own code of ethics so you know how to act correctly
17). How to grow customers
Ans: -investing in relationship building activities with clients outside of the office
-sales-focused organizations allocate a portion of their budget to socially engage current
customers and future prospects; 6% expenditures
18). Examples of networking/ entertaining clients
Ans: dinner, gold outings, happy hour, conferences, lunch
19). Ex of client abuse
Ans: when stepped away from table client orders every expensive bottle
20). To avoid any abuses
Ans: -set limit, time and budgets
-estavlish expectations with the prospect
-communicate with management
-talk to server/bartender before
-know difference between socializing and entertaining
- do not drink excessively
-use entertainment to strengthen relationship, NOT establish one!
21). Factors that can affect ethical behavior
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