MKT 340 Study Guide - Spring 2018, Comprehensive Midterm Notes - Logic, Trust Law, Time
12 Oct 2018
School
Department
Course
Professor
MKT 340
MIDTERM EXAM
STUDY GUIDE
Fall 2018
I.
A. Perceptions of sales people are 96% negative. Study was repeated and it dropped to
95% negative; The law tends to be reactive instead of proactive. People tend to
remember the negatives more than the positives.
B. When there are so few barriers of entry, ou hae people doig it that should’t.
C. Yes, but it will take generations
II.
A. I idusties that hae eputatios that ae’t that geat, those ho do ell ted to do
very well.
Why learn about it? 1. Everyone sells 2. Conduits (connectors). Sales people are the
connections between the clients they represent and the company they represent 3. Role
in the marketing mix.
People never change their minds, they make a new decision based on new information
The more valuable the item, the more valuable the salesperson
B. 1. Sell 2. Service 3. Provide information in both directions (to clients and to companies)
C. Some people sell to new while others sell to existing or continuing—It is better to sell to
new than to existing
Order takers: someone who works behind a cash registers, wears a uniform, etc. VS.
Order makers: people that act like small business owners
Field: go to their clients (more profitable because of less overhead) vs. Inside: clients
come to them
Consumer: sell to the end user VS. business: sell to resellers
D. Motivation: external (money, power, recognition) VS. internal (set of standards that are
ell aoe hat’s epeted of the ad pefo at that leel—these people tend to do
better in life and tend to have a lot of externally motivated people work for them)
Dependable: word is bond, no exceptions—get in the habit of under promising and over
delivering
Ethical:
Customer and Product Knowledge: he ou loe hat ou do, ou’ll e good at it
Flexible: a function of maturity
Communication Skills: a good communicator is someone that can take a complex
concept and break it down so that everyone can understand it
Emotional Intelligence: the ability to anticipate human behavior before it happens. Also
known as the study of human moves.
You studied the ath hile I studied ou.
E. Most people lie lies i uiet despeatios. It’s a oiatio of o esus ade ut
leads more toward made
F. Independence: most sellers control their own calendars. People who are self-employed
who cannot manage their time will eventually end up working for someone else who
knows how to manage theirs
Responsibility: totally different from liability
Fiaial: i ost opaies, thee’s o liit to ho uh a sales peso a ake
monetarily
find more resources at oneclass.com
find more resources at oneclass.com
Sales Management: the best sells managers ae’t tpiall the est sells pesos. If
ou’e tul geat at hat ou do, ou a’t taslate it to othes
III.
No, ou do’t eed a ollege eduatio to e salespeso, ut it helps.
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Ii: perceptions of sales people are 96% negative. 95% negative; the law tends to be reactive instead of proactive. Sales people are the connections between the clients they represent and the company they represent 3. People never change their minds, they make a new decision based on new information. The more valuable the item, the more valuable the salesperson: 1. Provide information in both directions (to clients and to companies: some people sell to new while others sell to existing or continuing it is better to sell to new than to existing. Order takers: someone who works behind a cash registers, wears a uniform, etc. Order makers: people that act like small business owners. Field: go to their clients (more profitable because of less overhead) vs. Dependable: word is bond, no exceptions get in the habit of under promising and over delivering. Customer and product knowledge: (cid:449)he(cid:374) (cid:455)ou lo(cid:448)e (cid:449)hat (cid:455)ou do, (cid:455)ou"ll (cid:271)e good at it.
