MAR3400 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
FSU Sales Institute Motto
"Success Happens When Preparation Meets Opportunity"
Administrative Law
Established by
local, state, or
federal regulatory
agencies.
Statutory Law
Based on legislation
passed by either
state legislatures or
Congress.
Common Law
Grows
out of court
decisions.
What is a warranty?
A warranty is an
assurance by the
,seller that the
products will perform
as represented.
What is an expressed warranty?
An oral
or written statement
by the seller.
What is an implied warranty?
An implied warranty
is not actually stated
but is still an
obligation defined by
law.
Reciprocity
The practice of exchanging things with others for mutual benefit.
Elevator Speech
Today, an elevator speech can be any kind of short
speech that sells an idea, promotes your business or markets you as an individual.
KNOW YOURSELF
OUTLINE YOUR TALK
FINALIZE YOUR SPEECH
Responsiveness
, The extent to which a person reacts to certain people or situations and the feelings that
those people and situations create.
Assertiveness
The effort a person makes to influence the thinking and actions of others. (Whether a
person ASKS or TELLS when interacting with others)
What are the 4 Social Styles?
Driver, Expressive, Amiable, Analytical.
1. Driver- emotionally controlled, tell you how things work, willing to accept risks, want to
move quickly. Efficiency>Relationships
2. Expressive- don't want conflict, outgoing and more dramatic, don't commit to specific
plans, place more stock in opinions.
3. Amiable- ask rather than tell, concerned about the relationship, easy going and
supportive, move slowly + minimize risk, need acceptance.
4. Analytical- serious, value facts above all, may appear uncommunicative, discipline +
slow pace, value accuracy over opinions, avoid risk.
Clues to identifying social styles:
-Quick assessment of their office space
-How a customer opens a conversation
-Asking other people: "What is this person like?"
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
FSU Sales Institute Motto
"Success Happens When Preparation Meets Opportunity"
Administrative Law
Established by
local, state, or
federal regulatory
agencies.
Statutory Law
Based on legislation
passed by either
state legislatures or
Congress.
Common Law
Grows
out of court
decisions.
What is a warranty?
A warranty is an
assurance by the
,seller that the
products will perform
as represented.
What is an expressed warranty?
An oral
or written statement
by the seller.
What is an implied warranty?
An implied warranty
is not actually stated
but is still an
obligation defined by
law.
Reciprocity
The practice of exchanging things with others for mutual benefit.
Elevator Speech
Today, an elevator speech can be any kind of short
speech that sells an idea, promotes your business or markets you as an individual.
KNOW YOURSELF
OUTLINE YOUR TALK
FINALIZE YOUR SPEECH
Responsiveness
, The extent to which a person reacts to certain people or situations and the feelings that
those people and situations create.
Assertiveness
The effort a person makes to influence the thinking and actions of others. (Whether a
person ASKS or TELLS when interacting with others)
What are the 4 Social Styles?
Driver, Expressive, Amiable, Analytical.
1. Driver- emotionally controlled, tell you how things work, willing to accept risks, want to
move quickly. Efficiency>Relationships
2. Expressive- don't want conflict, outgoing and more dramatic, don't commit to specific
plans, place more stock in opinions.
3. Amiable- ask rather than tell, concerned about the relationship, easy going and
supportive, move slowly + minimize risk, need acceptance.
4. Analytical- serious, value facts above all, may appear uncommunicative, discipline +
slow pace, value accuracy over opinions, avoid risk.
Clues to identifying social styles:
-Quick assessment of their office space
-How a customer opens a conversation
-Asking other people: "What is this person like?"
