MAR3400 EXAM PACKAGE DEAL ALREADY GRADED A+

ld Selling - Walking brochure New Selling - - Adaptive - Pay attention to prospect - Pivot and shift - Think through problems - Uncover patterns - New ways to add value - Consultant and advisor _____ is needed for a successful sales individual - Intelligence Emotional Intelligence (EI) - Em...

Who decides what office supplies are purchased for your company? - Situation What difficulties do you experience when using office supply vendors - Problem Are deliveries late on a regular basis? - Situation What impact does this scheduling issue have on your business? - Implication How would an...

Key to understanding customer objections is... - selling slow 3 steps in handling objections - 1. Clarify, 2. Respond, 3. Confirm Clarify - Explore the Objection, Understand motivation behind it Respond - Use what was learned in clarification step to put customer at ease Confirm - Ask question t...

Objections - concerns or questions raised by the buyer Handling objections - is nothing more than explaining relative value. Requires a positive attitude and a solution-orientation Needs - I Do Not Need the Product or Service I've Never Done It That Way Before Objections related to _____? P...