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MAR 3400 Professional Selling Questions with Correct Answers.
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MAR 3400 Professional Selling Questions with Correct Answers.
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MAR 3400 Professional Selling Questions withCorrect Answers
Planning For Sales Call Correct Answer-Most important step... often
overlooked
Preparation Correct Answer--Background research
-Decision making process
-Identify people in power
-Identify influential figures
Awareness Building Correct Answer-Establish a rapport and build
credibility. Get to know your prospect and their business situation
Misalignment Correct Answer-Biggest issue when selling and buyer are
not on the same page. Avoid this.
Red Light Correct Answer-Things that stop the process like budget cuts
ot competitors
Green Light Correct Answer-Desired outcomes that allow you to
proceed to the next step
Yellow Light Correct Answer-Stalling indication. This needs to be
changed with sharing/teaching to reach either green or red
, Strategic Planning Process Steps Correct Answer-1. Figure out where
you are
2. identify what is important
3. Define what you want to receive
4. Figure out who is accountable
5. Review and Repeat
Call Objectives: SMART Correct Answer-Specific
Measure
Achievable
Realistic
Time Based
Effective Objectives Correct Answer-Primary, Optimistic, Minimum,
Secondary
Effective Objective example Correct Answer-I hope would do... will
likely... at most
Primary Objective Correct Answer-Actual goal the salesperson hopes to
achieve
Minimum Call Objective Correct Answer-The minimum a salesperson
hopes to achieve
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