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MAR 3400 - Chapters 8-11 Quiz Questions with correct answers
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MAR 3400 - Chapters 8-11 Quiz Questions with correct answers
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MAR 3400 - Chapters 8-11 Quiz Questions withcorrect answers
Your friend Hannah, a salesperson from Paycom, is asking for your
help. Hannah's boss has asked her to prepare 3 objectives for her sales
call. Which one of the following would you tell Hannah is NOT a valid
objective based on the SMART framework?
A. For Hannah to get a complete understanding of how this prospect
could use Paycom and to build her future credibility with the prospect so
that the prospect will trust her opinions.
B. For Hannah to get the prospect to agree to use Paycom starting
tomorrow on a trial basis.
C. For the prospect to agree to another meeting in one week where
he/she can see a full demonstration of Paycom's service.
D. For the prospect to supply Hannah with the specified information by
tomorrow at 5pm so that she may prepare a formal sales presentation for
next week at the same time.
E. All of these are valid objectives based on the SMART framework.
Correct Answer-A.
In this chapter, it was said that the single most important part of your
preparation for the meeting is...
,A. Making sure to know the names of everyone involved in the business
so it looks like you did your research.
B. Being ready to speak about your prospect's business issues.
C. Making sure you know the "red lights" from the "green lights."
D. Being ready to do a full presentation of your product at any time.
E. Knowing your features so well that you can explain them without
looking. Correct Answer-B.
Even for experienced salespeople, it was stated in this chapter that one
of the biggest issues when planning for the sales meeting is:
A. None of the options.
B. Failure to effectively qualify prospects.
C. Misalignment between the buying and selling cycles.
D. That buyers won't deal with sales people unless they have a referral.
, E. Accurate information is not available on the internet. Correct Answer-
C.
In this chapter, it was mentioned that, on average, it takes how many
visits to close an initial business-to-business sale?
A. It takes a minimum of 7-9 visits to close a sale.
B. Every company expects its salespeople to close the sale by the second
visit.
C. It takes between 3-5 (or more) interactions to close a sale.
D. A good sales person closes the sale on the first visit.
E. Most sales can be closed in 2.4 meetings on average. Correct Answer-
C.
Which of the following was offered as advice before your next meeting?
A. You can have an objective for a meeting with a prospect, but do not
state it outright as it will seem too aggressive.
B. Do not have specific objectives when meeting with a prospect so you
can keep your options open.
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