MAR 3400 Professional Selling Exam 2 Chapters 8-11 UPDATED ACTUAL
Questions And Correct Answers
Terms in this set (83)
Roadmap to a Successful Sales Meeting (summary) approach, needs identification, prescription/presentation, overcoming objections,
close, communication skills, overall
Takes a few meetings to get a business-to- business sale ~3-5 meetings, not a one and done thing, multiple people may be involved
done...
, Roadmap: APPROACH objective build rapport and establish a customer focus
Roadmap: APPROACH contains professional introduction, est/build rapport, salesperson engages prospect, sets
agenda and gains commitment to continue
Roadmap- Approach: Professional Introduction full name and company, correctly id'ing the buyer by name, eye contact
Roadmap- Approach: Establish/Build Rapport raise comfort of prospect, build trust
Roadmap- Approach: Salesperson Engages Prospect WIFM- What's in it for me?
Roadmap- Approach: Set Agenda and Gains Commitment situation appropriate; positioned to ask questions/ uncover needs
to Continue
Roadmap: NEEDS IDENTIFICATION contains... uncovers decision process, effectively determines relevant facts about the
company and/or buyer, effectively gains a basic understanding of teh prospects
problems/challenges (consequences, costs, missed opp's, etc), summarizes the
problems/issues uncovered and gains a pre-commitment to consider the
product/service, smoothly transitioning to the presentation
Roadmap: NEEDS IDENTIFICATION objective obtain a clear understanding of customer's situation in order to prepare a
customized presentation
Roadmap: PRESCRIPTION/PRESENTATION objective persuasively match product's benefits to buyer's needs
Roadmap: PRESCRIPTION/PRESENTATION contains develops cred in the co and its ability to deliver a solution, convincingly connect
the buyers needs to the products features, focuses on benefits derived from the
solution and the value of resolving the uncovered issues vs presenting mostly or
only features, uses appropraite visual aids (in person or screen sharing),
effectively involves the buyer in the presentation process (demos, need payoff
questions,etc), effective use of trial closes
Trial closes follow-up questions to determine acceptance of the value presented and where
the buyer is in the decision process
Visual Aids testimonials, 3rd party evaluations, demos, samples)
Roadmap: OVERCOMING OBJECTION objective eliminate concerns or questions to customer's satisfaction
Roadmap: OVERCOMING OBJECTION contains initially gains better understanding of the objection (clarifies or allows buy to
clarify the objection), effectively responds to the objection, confirms that the
objection is no longer a concern of the buyer: (buyer responds)
Roadmap: CLOSE objective to initiative to understand where you stand with buy now and for the future
Roadmap: CLOSE contains provides persuasive reasons and possible financial justification for buyign the
product/service, asks for business or appropriate commitment, given the nature of
this particular sales call
Questions And Correct Answers
Terms in this set (83)
Roadmap to a Successful Sales Meeting (summary) approach, needs identification, prescription/presentation, overcoming objections,
close, communication skills, overall
Takes a few meetings to get a business-to- business sale ~3-5 meetings, not a one and done thing, multiple people may be involved
done...
, Roadmap: APPROACH objective build rapport and establish a customer focus
Roadmap: APPROACH contains professional introduction, est/build rapport, salesperson engages prospect, sets
agenda and gains commitment to continue
Roadmap- Approach: Professional Introduction full name and company, correctly id'ing the buyer by name, eye contact
Roadmap- Approach: Establish/Build Rapport raise comfort of prospect, build trust
Roadmap- Approach: Salesperson Engages Prospect WIFM- What's in it for me?
Roadmap- Approach: Set Agenda and Gains Commitment situation appropriate; positioned to ask questions/ uncover needs
to Continue
Roadmap: NEEDS IDENTIFICATION contains... uncovers decision process, effectively determines relevant facts about the
company and/or buyer, effectively gains a basic understanding of teh prospects
problems/challenges (consequences, costs, missed opp's, etc), summarizes the
problems/issues uncovered and gains a pre-commitment to consider the
product/service, smoothly transitioning to the presentation
Roadmap: NEEDS IDENTIFICATION objective obtain a clear understanding of customer's situation in order to prepare a
customized presentation
Roadmap: PRESCRIPTION/PRESENTATION objective persuasively match product's benefits to buyer's needs
Roadmap: PRESCRIPTION/PRESENTATION contains develops cred in the co and its ability to deliver a solution, convincingly connect
the buyers needs to the products features, focuses on benefits derived from the
solution and the value of resolving the uncovered issues vs presenting mostly or
only features, uses appropraite visual aids (in person or screen sharing),
effectively involves the buyer in the presentation process (demos, need payoff
questions,etc), effective use of trial closes
Trial closes follow-up questions to determine acceptance of the value presented and where
the buyer is in the decision process
Visual Aids testimonials, 3rd party evaluations, demos, samples)
Roadmap: OVERCOMING OBJECTION objective eliminate concerns or questions to customer's satisfaction
Roadmap: OVERCOMING OBJECTION contains initially gains better understanding of the objection (clarifies or allows buy to
clarify the objection), effectively responds to the objection, confirms that the
objection is no longer a concern of the buyer: (buyer responds)
Roadmap: CLOSE objective to initiative to understand where you stand with buy now and for the future
Roadmap: CLOSE contains provides persuasive reasons and possible financial justification for buyign the
product/service, asks for business or appropriate commitment, given the nature of
this particular sales call
