Mar 3400 final - Study guides, Class notes & Summaries

ld Selling - Walking brochure New Selling - - Adaptive - Pay attention to prospect - Pivot and shift - Think through problems - Uncover patterns - New ways to add value - Consultant and advisor _____ is needed for a successful sales individual - Intelligence Emotional Intelligence (EI) - Emotional awareness, Managing emotions, Reasoning with emotions Emotional Awareness - - Identify you emotions and others - Reading non-verbal clues - Key to authentically connecting Managing Emotion...

FSU MAR 3400 Final questions with correct answers.

MAR 3400 FINAL EXAM QUESTIONS & ANSWERS 2024/2025 Knowledge = - Product Knowledge - Industry Knowledge - Specific Prospect Knowledge - ANSWERSSuccess Sales Objectives = - Realistically what is the best you can accomplish? - What is the minimum to continue? - What else is possible? - ANSWERSBuyer Commitments Plan/Making the Sales Call - Every Sales Call follows the same flow - ANSWERS- Approach - Needs ID - Prescription - Commitment Approach - Meeting Opening - ANSWERS- Pr...

Knowledge=success what are the three characteristics of knowledge needed for success? - ️️1. Product Knowledge 2. industry knowledge 3. specific prospect knowledge Begin with the end in mind sales objective =? - ️️buyer commitments at the end of the meeting, you will ask which of these makes the most sense? - ️️- realistically what is the best you can accomplish? - what is the minimum to continue? -what else is possible? plan/making the sales call - ️️1. a...