FIRST TERM EXAM SUGGESTIONS FOR MKT 303, Section Day: Salesmanship and

Sales Management
Fall-2016, BBA, IUBAT

PREPARE YOUR NOTES ACCORDING TO THE SUGGESTIONS GIVEN

HERE. THESE SUGGESTIONS ARE FROM QUESTIONS AND PROBLEMS
WHICH AT THE END OF THE RELATED CHAPTER OF THE TEXTBOOK.
YOU MUST ANSWER ACCORDING TO THE TEXTBOOK. PREPARE YOUR
NOTES BASED ON SLIDES AND THE CHAPTER FROM WHICH THE
SUGGESTION QUESTION IS GIVEN. THE CHAPTER AND PAGE NUMBER
IS GIVEN FOR EACH SUGGESTION QUESTION.

Chapter 4:

1. Develop a word picture that helps explain to a 60-year-old the merits of

buying a condominium instead of a house? Explain briefly according to
Chapter 4 of the new edition (8th) textbook.
2. According to the chapter opening profile, although e-mail and text messaging
are popular, these may not be the best way to communicate with some older
people. Think about four people you know over the age of 50. What is the
best way to communicate with each of the four? Explain briefly according to
Chapter 4 of the new edition (8th) textbook.
3. What are the rules people who use English in international selling should
observe? Explain briefly according to Chapter 4 of the new edition (8 th)
textbook.

Chapter 5:

4. Name and describe the two critical dimensions that the social style matrix
uses to understand social behavior. Explain briefly according to Chapter 5 of
the new edition (8th) textbook.
assertiveness and responsiveness.
5. According to Chapter 5 of the new edition (8 th) textbook, briefly explain the
two social style types, Drivers and Expressives, of the social style matrix.
6. According to Chapter 5 of the new edition (8 th) textbook, provide some
suggestions for making accurate assessments of the social style of a new
customer.
7. Would a person with an analytical social style be better at selling than a
person with a driver
or an expressive style? Why or why not?

Chapter 6:

8. Following exhibit 6.1 on page 151 of the 8 th edition textbook, display in a

diagram the relationship between the steps in the selling process and the
 terminology we use to refer to
the buyer.
9. According to page 151 to 155 of the 8th edition textbook, write and explain
five questions help to qualify leads and pinpoint the good prospects.
10.Here are examples of two companies you can work for as a salesperson (a) A
new line of ceiling fans that are energy-efficient, (b) A travel agency
specializing in vacations to Mexico. For company A, how would you develop a
prospect list? For company B, how would you develop a prospect list? Write
according to chapter 6 of the 8th edition textbook.

Chapter 7:

11.According to page 181 of the 8th edition of the textbook, what are the types of
information salespeople should attempt to learn about a prospect or a
customer? List all of them from the textbook.
12.Information about the people involved in the purchase decision in the
customers company obviously helps the salesperson understand the
customers environment. This type of information lets the salesperson
identify problem areas more quickly and respond accordingly. List all the
types of information according to page 182 of chapter 7 of the 8 th edition of
the textbook.