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)
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