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MAR 3400 Exam 2 Questions with Correct Answers
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MAR 3400 Exam 2 Questions with Correct Answers
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MAR 3400 Exam 2 Questions with Correct Answerswhen preparing for a meeting what should you keep in mind? Correct
Answer-where is the customer in the buying(planning) cycle?
-just started?, do they need the sales person to provide them with a lot of
information?
-at the end?, they already know information and the sales person would
be wasting their time trying to deliver that.- need to be on negotiating
terms with them.
what is one of the biggest mistakes seen in sales? Correct Answer-
misalignment between the buying and selling.
buyer sell relationships go through many stages(especially true in early
prospecting phase). - awareness building goals? Correct Answer--
establish rapport
-build credibility
-get to know prospect
-know business situation
- remember most successful sales take time to develop!
how many times on average need to meet with a customer to close a
deal? Correct Answer-3-5
in business to business situations
decision making process Correct Answer--prepare questions that help
create a picture of: players, timeline, decision criteria
,-people: issues, power, part of the play.
linked research helps with this.
sales meeting planning Correct Answer--your job to take control
-meeting objective
-dont waste prospects time
-state objective at beginning
doing research ahead of time prevents you from attempting to? Correct
Answer-selling something to someone that doesn't need it
why should you take time to reach and prepare questions ahead of time?
Correct Answer-to get client to talk about themselves
questions to help you uncover missing pieces of information Correct
Answer--buying process?
-budget?
red lights Correct Answer-possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
green lights Correct Answer--proceeding to next step
, -meeting with decision maker
yellow light Correct Answer--stalling
-challenging prospect to get to red or green light
ways to share or teach a client (good to do at beginning of a meeting)
Correct Answer--help them view things differently
-potential opportunities to improve their business (powerful way to
communicate value)
-idea is: can you help them improve their business?
BIGGEST mistake seen in sales? Correct Answer-reps don't have a plan
when approaching meetings
selling SMART objectives? Correct Answer-s- specific
m- measurable
r- realistic
t- time based
two most obvious objectives reps focus on? Correct Answer-primary call
optimistic call
primary call objective Correct Answer-the main goal you want to
achieve
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