MAR 3400 FSU Exam 1 ACTUAL
QUESTIONS AND CORRECT ANSWERS
Old Selling - Correct answers✔Walking brochure
New Selling - Correct answers✔- Adaptive
- Pay attention to prospect
- Pivot and shift
- Think through problems
- Uncover patterns
- New ways to add value
- Consultant and advisor
_____ is needed for a successful sales individual - Correct answers✔Intelligence
Emotional Intelligence (EI) - Correct answers✔Emotional awareness, Managing emotions,
Reasoning with emotions
Emotional Awareness - Correct answers✔- Identify you emotions and others
- Reading non-verbal clues
- Key to authentically connecting
Managing Emotions - Correct answers✔- Maintaining control
- Being okay with rejection
,Reasoning with Emotions - Correct answers✔- Harness and apply emotions
- Apply to problem solving
- Focus and direct thinking
______ is needed - Correct answers✔Curiosity
Sales process has become more - Correct answers✔Instant and urgent
Without sales there can be no - Correct answers✔Profit
Metal Toughness - Correct answers✔- Staying ahead of the curve
- Motivated - internally and externally
- How to handle rejection
Successful Seller - Correct answers✔- Be likable
- Tenacious
- Absolutely knowledgable
Positives of being in a sales role - Correct answers✔- Great income
- Regular and immediate feedback
- Psychologically rewarding
- High visibility
- Growth opportunity
, Professional Image - Correct answers✔- Simplicity
- Appropriateness
- Quality
Visual Integrity - Correct answers✔Minimize jewelry and Attention to details
Pay attention to non-verbal messages - Correct answers✔Tone, Body, Speed
Pay attention to - Correct answers✔Entrance and Body barriage
Communicate with - Correct answers✔Confidence
Balance - Correct answers✔Customer and Seller needs
Trust grows rather _____ but declines _____ - Correct answers✔Slowly; Rapidly
Salesmen must carefully consider - Correct answers✔The value of ethical behavior in sales
Corporate Credit Card Uses - Correct answers✔Investing in relationship building activities with
clients outside of the office
Why is entertaining important? - Correct answers✔- It's part of the job
- Networking
- Also a way to manage your career
QUESTIONS AND CORRECT ANSWERS
Old Selling - Correct answers✔Walking brochure
New Selling - Correct answers✔- Adaptive
- Pay attention to prospect
- Pivot and shift
- Think through problems
- Uncover patterns
- New ways to add value
- Consultant and advisor
_____ is needed for a successful sales individual - Correct answers✔Intelligence
Emotional Intelligence (EI) - Correct answers✔Emotional awareness, Managing emotions,
Reasoning with emotions
Emotional Awareness - Correct answers✔- Identify you emotions and others
- Reading non-verbal clues
- Key to authentically connecting
Managing Emotions - Correct answers✔- Maintaining control
- Being okay with rejection
,Reasoning with Emotions - Correct answers✔- Harness and apply emotions
- Apply to problem solving
- Focus and direct thinking
______ is needed - Correct answers✔Curiosity
Sales process has become more - Correct answers✔Instant and urgent
Without sales there can be no - Correct answers✔Profit
Metal Toughness - Correct answers✔- Staying ahead of the curve
- Motivated - internally and externally
- How to handle rejection
Successful Seller - Correct answers✔- Be likable
- Tenacious
- Absolutely knowledgable
Positives of being in a sales role - Correct answers✔- Great income
- Regular and immediate feedback
- Psychologically rewarding
- High visibility
- Growth opportunity
, Professional Image - Correct answers✔- Simplicity
- Appropriateness
- Quality
Visual Integrity - Correct answers✔Minimize jewelry and Attention to details
Pay attention to non-verbal messages - Correct answers✔Tone, Body, Speed
Pay attention to - Correct answers✔Entrance and Body barriage
Communicate with - Correct answers✔Confidence
Balance - Correct answers✔Customer and Seller needs
Trust grows rather _____ but declines _____ - Correct answers✔Slowly; Rapidly
Salesmen must carefully consider - Correct answers✔The value of ethical behavior in sales
Corporate Credit Card Uses - Correct answers✔Investing in relationship building activities with
clients outside of the office
Why is entertaining important? - Correct answers✔- It's part of the job
- Networking
- Also a way to manage your career
