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MARK%203337%20-%20Spring%202010%20-%20Exam%201%20Review

MARK%203337%20-%20Spring%202010%20-%20Exam%201%20Review -...

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MARK 3337 – Professional Selling Review for Exam 1 Exam will be 50, multiple choice questions from both lecture and the textbook. 30 questions will be from the text and 20 questions will be from the lecture and in class discussion covering Chapters 1 - 5. You will need to bring a purple, WebCT scantron and a number 2 pencil to the exam with you. Chapter 1: Definition of personal selling Purpose of door-to-door salesman – did he understand what he was doing? Evolution of Age of Information - examples in class The Marketing Concept The Marketing Mix and the Four P’s of Marketing – example from class Consultative Selling Transactional Selling Strategic Market Plan Tactics Strategy Strategies of Personal Selling – key concept to develop quality partnerships Partnering Strategic Alliances Value Creation Chapter 2: Purpose of Dwight’s Speech from The Office – video, what kinds of income was it?
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