MAR 3391 Exam 2 Questions & Answers 2024/2025
How to qualify a lead - ANSWERSDetermine if they have a need, resources to pay for the product, the authority to buy, and are accessible
Ways to generate leads - ANSWERSCold calling, referrals, telemarketing, endless chain
Cold calling - ANSW...
Cold calling - ANSWERSgenerate leads by calling on totally unfamiliar organizations (blitz)
Referrals (lead) - ANSWERSName of a lead provided by either a customer or a prospect of the
salespeople.
Telemarketing - ANSWERScontinuous communication with prospects via phone
Endless chain - ANSWERSSales representatives attempt to get at least one additional lead from each
person they interview (works best if it's a satisfied customer)
Call objectives criteria - ANSWERSset objectives that require a buyer's response
Primary - ANSWERSactual goal the salesperson hopes to achieve
, Minimum - ANSWERSminimum a salesperson hopes to achieve
Optimistic - ANSWERSmost optimistic outcome that could occur
Secondary - ANSWERSremaining objectives after primary
Resources for information - ANSWERSNetworking
Social media: website, Linkedin, Twitter, YouTube, Slideshare
Openings - ANSWERSIntroduction
Referral
Benefit
Product
Compliment
Question
Introduction - ANSWERSsimply introduce yourself (simply but may not generate interest)
Referral (opening) - ANSWERSmention someone who referred you to the buyer (always get permission)
Benefit (opening) - ANSWERSstart with benefits of the product (gets down to business right away)
Product - ANSWERSdemonstration of product (visuals can create excitement)
Compliment - ANSWERScomplimenting the buyer or firm (must be sincere)
Question - ANSWERSstart the conversation with a question (starts two-way communication)
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 Bensuda. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.99. You're not tied to anything after your purchase.
