MAR 3400 EXAM ONE EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED
A buyer that tells you how he/she is going to do business with your company, yet
smiles all the while he/she is speaking is likely, what type of social style?
A. amiable
B. expressive
C. analytical
D. driver
B. Expressive
A weak handshake implies a lack of determination and commitment.
True
False
True
Social styles are made up to two key components; ____________ and
___________.
a. attitude, confidence
b. assertiveness, responsiveness
c. being relevant, being positive
d. looking good, smiling
b. assertiveness, responsiveness
, Knowing your social style helps you develop relationships.
True
False
True
Your buyer has an 'analytical' social style. Which sentence represents the best
approach for selling to your buyer?
a. I promise, you will be glad you switched to our company.
b. For the past 3 years, our generators have won the J.D. Power Industry Award
for reliability. We have won Supplier of the Year award from Shell Oil for five
years in a row.
c. We can beat the price of your current supplier. We can ship from our
warehouse today.
d. Our generators are the best in the business and we ship 99% on time delivery.
b. For the past 3 years, our generators have won the J.D. Power Industry Award for
reliability. We have won Supplier of the Year award from Shell Oil for five years in a row.
The most important element of the elevator pitch is_______________
a. Allow room for dialogue
b. Finish your pitch before the elevator opens. Block the entrance if your not
finished.
c. Identify the listener's problem/need and what you can do to solve those
problems/needs.
d. Make eye contact and remain physically close as elevators are small.
COMPLETE SOLUTIONS VERIFIED
A buyer that tells you how he/she is going to do business with your company, yet
smiles all the while he/she is speaking is likely, what type of social style?
A. amiable
B. expressive
C. analytical
D. driver
B. Expressive
A weak handshake implies a lack of determination and commitment.
True
False
True
Social styles are made up to two key components; ____________ and
___________.
a. attitude, confidence
b. assertiveness, responsiveness
c. being relevant, being positive
d. looking good, smiling
b. assertiveness, responsiveness
, Knowing your social style helps you develop relationships.
True
False
True
Your buyer has an 'analytical' social style. Which sentence represents the best
approach for selling to your buyer?
a. I promise, you will be glad you switched to our company.
b. For the past 3 years, our generators have won the J.D. Power Industry Award
for reliability. We have won Supplier of the Year award from Shell Oil for five
years in a row.
c. We can beat the price of your current supplier. We can ship from our
warehouse today.
d. Our generators are the best in the business and we ship 99% on time delivery.
b. For the past 3 years, our generators have won the J.D. Power Industry Award for
reliability. We have won Supplier of the Year award from Shell Oil for five years in a row.
The most important element of the elevator pitch is_______________
a. Allow room for dialogue
b. Finish your pitch before the elevator opens. Block the entrance if your not
finished.
c. Identify the listener's problem/need and what you can do to solve those
problems/needs.
d. Make eye contact and remain physically close as elevators are small.
