Exam (elaborations)
MAR 3400 Professional Selling Questions with Correct Answers.
- Course
- Institution
MAR 3400 Professional Selling Questions with Correct Answers.
[Show more]
Content preview
MAR 3400 Professional Selling Questions withCorrect 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
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller cracker. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $15.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
75759 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now