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MAR 3400 Professional Selling Questions with Correct Answers. $15.99
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Exam (elaborations)

MAR 3400 Professional Selling Questions with Correct Answers.

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MAR 3400 Professional Selling Questions with Correct Answers.

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  • October 9, 2024
  • 9
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Mar
  • Mar
avatar-seller
cracker
MAR 3400 Professional Selling Questions with
Correct Answers
Planning For Sales Call Correct Answer-Most important step... often
overlooked


Preparation Correct Answer--Background research
-Decision making process
-Identify people in power
-Identify influential figures


Awareness Building Correct Answer-Establish a rapport and build
credibility. Get to know your prospect and their business situation


Misalignment Correct Answer-Biggest issue when selling and buyer are
not on the same page. Avoid this.


Red Light Correct Answer-Things that stop the process like budget cuts
ot competitors


Green Light Correct Answer-Desired outcomes that allow you to
proceed to the next step


Yellow Light Correct Answer-Stalling indication. This needs to be
changed with sharing/teaching to reach either green or red

, Strategic Planning Process Steps Correct Answer-1. Figure out where
you are
2. identify what is important
3. Define what you want to receive
4. Figure out who is accountable
5. Review and Repeat


Call Objectives: SMART Correct Answer-Specific
Measure
Achievable
Realistic
Time Based


Effective Objectives Correct Answer-Primary, Optimistic, Minimum,
Secondary


Effective Objective example Correct Answer-I hope would do... will
likely... at most


Primary Objective Correct Answer-Actual goal the salesperson hopes to
achieve


Minimum Call Objective Correct Answer-The minimum a salesperson
hopes to achieve

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