MAR3400 EXAM 1 QUESTIONS AND DETAILED CORRECT
ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST
UPDATE
Goal Attainment
-thinkers:43%
-writers:62%
-sharers:76%
Important thing he said to remember
whats the one thing I can do for my physical health or key relationships, by doing so will
make things easier or unnecessary?
WGSA Process of Goal Setting
-why: your purpose, the drivers of your life's work
-1 goal: a statement about the major goal you are working on in this planning period
-3 strategies: 3 focus areas that are supportive of your achievement of the main goal
-5 actions: 5 action items for EACH strategy area (15 total) that will cumulatively create
the results you are seeking
Evolution of Selling
-1930's-70's~ transactional selling
-production based
-production-oriented
-1970s'-90's~ needs satisfaction selling
,-customer oriented
- foundation model for all subsequent models (challenger, SPIN, GAP)
-90's-2020~ partnership selling
-solution & relationship oriented
The Selling Context
-context changes the circumstances, setting, & the conditions
-may change:
-customer perspective
-sales task
-sales person roles
-sales cycle
-context DOESN'T always alter process
-context may alter the time allocated to the various steps in our process
Underlying Foundation to Knowledge
-personality assessment
-emotional intelligence
-communication effectiveness
-learning styles
-creditability
-adaption processes
-leadership
-influence
-ethics
, Castleberry & tanner Txtbk- Chap 1
-self motivated
-dependability
-ethical sales behavior
-customer & product knowledge
-analytical skills
-ability to use info technology
-communication skills
-flexibility & agility (adaptive)
-creativity (adaptive)
-emotional intelligence (adaptive)
-confidence & optimism
Seven Personality Traits of Top Sale's Ppl
1) modesty, humility (team orientation, gives credit)
2) conscientiousness, sense of duty reliable (takes command of the process & the
sales cycle)
3) achievement orientation, goal fixation (seeks out decision maker, not afraid to
push, solution focused)
4) curiosity, hunger for knowledge (inquisitive, asks the difficult question, looks for
truth)
5) lack of gregariousness (dominant, gains customer obedience, keeps distance from
customers)
6) lack of discouragement (competitive, resilient, recovers from disappointments,
ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST
UPDATE
Goal Attainment
-thinkers:43%
-writers:62%
-sharers:76%
Important thing he said to remember
whats the one thing I can do for my physical health or key relationships, by doing so will
make things easier or unnecessary?
WGSA Process of Goal Setting
-why: your purpose, the drivers of your life's work
-1 goal: a statement about the major goal you are working on in this planning period
-3 strategies: 3 focus areas that are supportive of your achievement of the main goal
-5 actions: 5 action items for EACH strategy area (15 total) that will cumulatively create
the results you are seeking
Evolution of Selling
-1930's-70's~ transactional selling
-production based
-production-oriented
-1970s'-90's~ needs satisfaction selling
,-customer oriented
- foundation model for all subsequent models (challenger, SPIN, GAP)
-90's-2020~ partnership selling
-solution & relationship oriented
The Selling Context
-context changes the circumstances, setting, & the conditions
-may change:
-customer perspective
-sales task
-sales person roles
-sales cycle
-context DOESN'T always alter process
-context may alter the time allocated to the various steps in our process
Underlying Foundation to Knowledge
-personality assessment
-emotional intelligence
-communication effectiveness
-learning styles
-creditability
-adaption processes
-leadership
-influence
-ethics
, Castleberry & tanner Txtbk- Chap 1
-self motivated
-dependability
-ethical sales behavior
-customer & product knowledge
-analytical skills
-ability to use info technology
-communication skills
-flexibility & agility (adaptive)
-creativity (adaptive)
-emotional intelligence (adaptive)
-confidence & optimism
Seven Personality Traits of Top Sale's Ppl
1) modesty, humility (team orientation, gives credit)
2) conscientiousness, sense of duty reliable (takes command of the process & the
sales cycle)
3) achievement orientation, goal fixation (seeks out decision maker, not afraid to
push, solution focused)
4) curiosity, hunger for knowledge (inquisitive, asks the difficult question, looks for
truth)
5) lack of gregariousness (dominant, gains customer obedience, keeps distance from
customers)
6) lack of discouragement (competitive, resilient, recovers from disappointments,
