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FSU MAR 3400 Exam 2 Questions with Correct Answers.
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FSU MAR 3400 Exam 2 Questions with Correct Answers.
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FSU MAR 3400 Exam 2 Questions with CorrectAnswers
Planning Correct Answer-Knowing where you are today and where you
want to go
Preparation Correct Answer-Doing your homework
Misalignment Correct Answer-What is the biggest issue a salesperson
struggles with?
The buying and selling Correct Answer-Misalignment between _____
Buying Stages Correct Answer-Awareness Building
Awareness Building Correct Answer-- Establish rapport
- Build credibility
- Get to know prospect
- Business situation
3 Correct Answer-Meetings to close a sale?
Meeting goals (Preparation) Correct Answer-Decision Making Process
- Players?
- Timeline?
,- Decision criteria?
People (Preparation) Correct Answer-- Issues?
- Power?
- Part they play?
Influential Correct Answer-Preparation Meeting Goals: Identify the
_______ players
Influential Players Correct Answer-More than their title
LinkedIn Research Correct Answer-How can you connect with
influential players?
Identify the personal win Correct Answer-Make your contact's life a
little easier
Sales Meeting planning Correct Answer-- Your job to take control
- Meeting objective
- Don't waste prospect's time
- State objective at the beginning
- Being ready to talk about your prospect's business issues
, Talk about your prospect's business issues Correct Answer-What is the
most important part of sales meeting planning?
Prospects Issues Correct Answer-- Prepare questions
- Goals framework
- Additional research
Red lights Correct Answer-Issues that might stop you
-Cut budgets
-Competitors
Yellow lights Correct Answer-Might be stalling
-Challenge prospect to get to red or green light
Green lights Correct Answer-Getting you to the next step
-Proceeding to the next step
-Meeting with decision-maker
Share or Teach Correct Answer-Help them view things differently
· Potential opportunities to improve their business
Story Correct Answer-Be prepared with a _______ that fits
-Review your story matrix
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