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FSU MAR 3400 Final questions with correct answers.
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FSU MAR 3400 Final questions with correct answers.
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FSU MAR 3400 Final questions with correct answersWhat is selling slow? Correct Answer-taking the time to learn the needs
of the customer and learn their pain
What is CRC Correct Answer-Clarify, Respond, Confirm
Clarifying helps to Correct Answer-really hear what the customer is
saying
Some clarifying questions are Correct Answer-"tell me more about that"
or "why is that an issue for you?"
clarifying is a chance to Correct Answer-uncover new needs or wants
respond is a chance to Correct Answer-respond to objection honestly but
with more information
To back up your response, use Correct Answer-evidence (testimonials,
whitepapers)
Confirm is when you Correct Answer-make sure you handled the
objection
Example confirming questions include Correct Answer-"Did I clarify
that for you?" or "Do you have any other questions about that?"
,Confirming likely triggers a Correct Answer-second objection in which
you recycle the CRC method
When dealing with objections, the best thing to do is Correct Answer-
anticipate them
What is a need objection? Correct Answer-customer feels they do not
need your solution or product
what is a product objection? Correct Answer-customers need the
product, but they dont want YOUR product (better supplier)
what is a price objection? Correct Answer-"price is too high"
what is a time objection? Correct Answer-customer does not have the
time to meet with you
what is a source objection? Correct Answer-customer does not like your
company or you (maybe they have met with a rep from your company in
the past)
your response to an objection is dependent on Correct Answer-when you
get the objection (beginning of meeting or end)
, Objections are good because Correct Answer-it means the customer is
considering the product and they are natural
successful people anticipate... Correct Answer-objections and prepare
thoughtful responses
successful salespeople forestall... Correct Answer-known concerns by
raising them first
successful salespeople relax and... Correct Answer-listen (do not
interrupt and plan to relax)
successful salespeople evaluate.... Correct Answer-objections (excuse
(smokescreen) vs. unidentified need (real doubt)
always tell the Correct Answer-truth (if you don't know, tell them that
you will find an answer).
When clarifying, ask Correct Answer-questions and really listen
When clarifying, make sure there is no underlying/other concern by
Correct Answer-paraphrasing
When clarifying, acknowledge that Correct Answer-you understand why
they would have that concern
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