MAR 3400 EXAM 2 || Questions and 100% Accurate Answers.
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Course
MAR 3400
Institution
MAR 3400
Begin with the ____ in mind correct answers end
sales objectives = correct answers buyer commitments
objectives correct answers - realistically what is the best you can accomplish
- what is the minimum to continue
- what else
the gap correct answers the current situation, obstacles and ...
objectives correct answers - realistically what is the best you can accomplish
- what is the minimum to continue
- what else
the gap correct answers the current situation, obstacles and problems, the ideal situation
the spin process correct answers S- situation
P- problem
I- implication
N- need payoff
the situation correct answers the decision process
confirmation of facts
how they are doing currently
the decision process correct answers who is the decision maker, how the decision is made,
timing: how long it usually takes for the decision to be made
necessary facts correct answers close ended questions
the current status correct answers open ended questions
situation questions correct answers questions which seek a specific piece of information for data
gathering; don't ask to many because they can bore people; collects facts, information and
background data;
examples of situation questions correct answers what sort of business do you run?; how many
people do you employ?; what kind of equipment are you using?
problem questions correct answers questions that dig deeper into how the customer's current
situation is causing them trouble; questions that help find a problem; probes for a problem,
difficulty or dissatisfaction
example of problem questions correct answers are you satisfied with your present equipment?; is
it difficult to process peak loads?; does this old machine give you reliability problems?
Implication Questions correct answers questions that help the customer feel urgency, explore
problems, and outline consequences; take a problem the buyer thinks is small and make it bigger
, to make the buyer want to take action; seriousness of problem > cost of the solution; uncover
effects and consequences; build perception of value
Example of Implication Questions correct answers what effect does this have on your output?;
could that lead to increased costs?
need payoff questions correct answers questions that get your customer to tell you how the
solution will improve their situation; value/usefulness of solving a problem; try to focus the
customer's attention on the solution rather than the problem
Examples of Need-Payoff Questions correct answers is it important to you to solve this
problem?; why do you find this solution useful?
summary and offer solution question correct answers summarize issues uncovered, and offer
help; called a pre-commitment
script to open the meeting correct answers professional introduction
build rapport (make a connection) do your research
meeting agenda (purpose of the meeting) ----> find out customer needs & see how you can help
transition (do you agree on the purpose and process) ---> moving forward; getting their
agreement
driver correct answers -use clear benefits statements
-let the driver know how long the meeting will take
expressive correct answers -recognize them for their achievements
amiable correct answers -focus on establishing trust
-use a referral statement to open the conversation
analytical correct answers -encourage them to think
- use a question to get them to think provocatively about their business
FAB correct answers features, advantages, benefits
features correct answers attributes of the product or service
advantages correct answers what the features allow the customer to do; "general benefits for
anyone"
benefits correct answers what it means to the customer ; "specific benefit for this customer"
So What Test correct answers write down how you usually describe your product or service; read
the statement and ask "so what?"
benefit statements correct answers time savings, money savings, and stress savings
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