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Mar 3400 Exam 1 Questions With Correct Answers.
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Mar 3400 Exam 1 Questions With Correct Answers.
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Mar 3400 Exam 1 Questions With Correct Answersold selling Correct Answer-"walking brochure"
new selling Correct Answer-idea of intelligence
how people do new selling with intelligence Correct Answer--adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional intelligence (3) Correct Answer-1. emotional awareness
2. managing emotions
3.reasoning with emotions
*emotional awareness Correct Answer-identify emotions, yours and
others
reading non-verbal clues
*key to authentically connecting
*managing emotions Correct Answer-maintaining control
,responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions Correct Answer-harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity Correct Answer-curious ab customer, ask lots of questions
3 guidelines of sales Correct Answer-1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves Correct Answer--
The way we dress and present ourselves physically ; simplicity,
appropriateness, quality
-Pay attention to non-verbal messages; tone, volume, speed, posture &
gestures, eye contact, pay attention to body entrance and carriage,
communicate with confidence, effective handshake
how to build trust with client Correct Answer-always put clients interest
first
factors impacting trust Correct Answer--trust is established when buyers
know you wont take advantage of their vulnerability
, - trust grows when you do what you say you're going to do
- relationship trust; grows slowly, declines quickly, protect it and don't
take advantage of it, fulfill obligations
*service-focused perspective Correct Answer-Human side of selling!
-maximizing the value your prospects and clients receive from their
interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics Correct Answer--Ethics in health of your career; your
reputation is not a secret - employer and customers will begin to not trust
you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a
much greater loss
what are ethics Correct Answer-Ethics are the principles governing
behavior of an individual or a group. These principles establish
appropriate behavior, indicating what is right and wrong
main point of companies ethics Correct Answer-develop your own code
of ethics so you know how to act correctly
how to grow customers Correct Answer--investing in relationship
building activities with clients outside of the office
-sales-focused organizations allocate a portion of their budget to socially
engage current customers and future prospects; 6% expenditures
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