MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS
Ethics
The principles governing behavior of an individual or a group. These principles establish
appropriate behavior, indicating what is right and wrong. (Relative to the group)
Selling
A marketing function that involves determining client needs and wants through planned,
personalized communication that influences purchase decisions and enhances future
business opportunities.
Definition of a Professional Email
- Related subject line
- Message in the body of the email
- Full name in the body of the email
9 Characteristics of Success
- Motivation
- Dependability and trustworthiness
- Ethical sales behavior
- Customer and product knowledge
- Communication Skills
- Flexibility
- Creativity
, - Confidence
- Emotional Intelligence
Resume Standards
1. Identification- Name, address, telephone, email
2. Education- Bachelor of Science, Majors, Date- month and year (don't use word
"Expected")
3. Experience- most recent first, 3 bullet points
4. Activities and Awards- List student and professional organizations, scholarships,
special licenses
5. Special Skills- list unique computer skills, languages, No BS
CRM (Customer Relationship Management)
It is the data collected throughout the relationship. How to track prospects and their
progress.
- Marketing, Support, Sales, Orders
Manipulation
Eliminates or reduces the buyer's choice unfairly.
Ex. Telling a student to change their major to sales then they will not have to the the test
next week
Persuasion
Trying to influence the buyer's decision, not force it.
Ex. Having student talk to students on the sales team and they will persuade the
student to switch their major to sales
Inelastic Demand
COMPLETE SOLUTIONS
Ethics
The principles governing behavior of an individual or a group. These principles establish
appropriate behavior, indicating what is right and wrong. (Relative to the group)
Selling
A marketing function that involves determining client needs and wants through planned,
personalized communication that influences purchase decisions and enhances future
business opportunities.
Definition of a Professional Email
- Related subject line
- Message in the body of the email
- Full name in the body of the email
9 Characteristics of Success
- Motivation
- Dependability and trustworthiness
- Ethical sales behavior
- Customer and product knowledge
- Communication Skills
- Flexibility
- Creativity
, - Confidence
- Emotional Intelligence
Resume Standards
1. Identification- Name, address, telephone, email
2. Education- Bachelor of Science, Majors, Date- month and year (don't use word
"Expected")
3. Experience- most recent first, 3 bullet points
4. Activities and Awards- List student and professional organizations, scholarships,
special licenses
5. Special Skills- list unique computer skills, languages, No BS
CRM (Customer Relationship Management)
It is the data collected throughout the relationship. How to track prospects and their
progress.
- Marketing, Support, Sales, Orders
Manipulation
Eliminates or reduces the buyer's choice unfairly.
Ex. Telling a student to change their major to sales then they will not have to the the test
next week
Persuasion
Trying to influence the buyer's decision, not force it.
Ex. Having student talk to students on the sales team and they will persuade the
student to switch their major to sales
Inelastic Demand
