MKT 4430
EXAM 1-3 ESSAY QUESTIONS
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"Learning, if
rightly applied, makes a young man thinking, attentive, industrious,
confident, and wary; and an old man cheerful and useful. It is an ornament in prosperity, a refuge
in adversity, an entertainment at all times; it
cheers in solitude, and gives moderation and wisdom in all
circumstances." - Palmer |
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Exam
1 (Futrell, 2013, Ch. 1-6) 1.
Please define
personal selling and sales management in detail. 2.
If you were a
professional seller, what would you ideally be like, e.g., your traits, habits,
schedule, beliefs, life, actions, health, relationships, and so forth? Describe in detail. 3.
What is
relationship marketing? What can the
seller do to enhance relationship marketing? 4.
Describe in
detail the ethical issues that sales professionals might confront in their
careers. 5.
Why do people
buy? 6.
What is
needed to have successful sales communications? 7.
What do you
need to know about your customers? Exam
2 (Futrell, 2013, Ch. 7-12) 1.
How might a
salesperson prepare him or herself for the selling process? What preparation is needed? 2.
Describe the
prospecting methods in detail. 3.
It is
important to plan a sales call. How is
this done? 4.
Discuss in
detail the types of sales presentations.
Please elaborate on the advantages and disadvantages of each. 5.
What advice
do you have for a new seller regarding the approach? 6.
What are the
elements of a great sales presentation? 7.
How should
objections be handled? Exam
3 (Futrell, 2013, Ch. 13-17) 1.
What is your
best advice regarding closing? 2.
What is
necessary for quality customer service and follow-up after the sale? 3.
Describe what
a successful salesperson does that makes him/her successful. 4.
Describe in
detail what it takes to recruit and select the right salespeople. 5.
Describe in detail
the methods that can be used to train the sales force. 6.
Describe in
detail the methods you might use to motivate yourself and others. 7.
What makes a
successful leader? |
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