MAR 3400 - Chapters 8-11 Quiz Questions UPDATED ACTUAL Questions And
Correct Answers
C
Terms in this set (30)
Your friend Hannah, a salesperson from Paycom, is asking A.
for your help. Hannah's boss has asked her to prepare 3
objectives for her sales call. Which one of the following
would you tell Hannah is NOT a valid objective based on
the SMART framework?
A. For Hannah to get a complete understanding of how
this prospect could use Paycom and to build her future
credibility with the prospect so that the prospect will trust
her opinions.
B. For Hannah to get the prospect to agree to use
Paycom starting tomorrow on a trial basis.
C. For the prospect to agree to another meeting in one
week where he/she can see a full demonstration of
Paycom's service.
D. For the prospect to supply Hannah with the specified
information by tomorrow at 5pm so that she may prepare
a formal sales presentation for next week at the same
time.
E. All of these are valid objectives based on the SMART
framework.
In this chapter, it was said that the single most important B.
part of your preparation for the meeting is...
A. Making sure to know the names of everyone involved
in the business so it looks like you did your research.
B. Being ready to speak about your prospect's business
issues.
C. Making sure you know the "red lights" from the "green
lights."
D. Being ready to do a full presentation of your product
at any time.
E. Knowing your features so well that you can explain
them without looking.
, Even for experienced salespeople, it was stated in this C.
chapter that one of the biggest issues when planning for
the sales meeting is:
A. None of the options.
B. Failure to effectively qualify prospects.
C. Misalignment between the buying and selling cycles.
D. That buyers won't deal with sales people unless they
have a referral.
E. Accurate information is not available on the internet.
In this chapter, it was mentioned that, on average, it takes C.
how many visits to close an initial business-to-business
sale?
A. It takes a minimum of 7-9 visits to close a sale.
B. Every company expects its salespeople to close the
sale by the second visit.
C. It takes between 3-5 (or more) interactions to close a
sale.
D. A good sales person closes the sale on the first visit.
E. Most sales can be closed in 2.4 meetings on average.
Which of the following was offered as advice before your C.
next meeting?
A. You can have an objective for a meeting with a
prospect, but do not state it outright as it will seem too
aggressive.
B. Do not have specific objectives when meeting with a
prospect so you can keep your options open.
C. It is your job as a rep to take control of the sales call,
stating your objective at the beginning.
D. It's not important to understand where your prospect
is in the buying cycle, only where you want them to be in
the selling cycle.
E. Do not try to teach the prospect because they will
resent the lesson.
Correct Answers
C
Terms in this set (30)
Your friend Hannah, a salesperson from Paycom, is asking A.
for your help. Hannah's boss has asked her to prepare 3
objectives for her sales call. Which one of the following
would you tell Hannah is NOT a valid objective based on
the SMART framework?
A. For Hannah to get a complete understanding of how
this prospect could use Paycom and to build her future
credibility with the prospect so that the prospect will trust
her opinions.
B. For Hannah to get the prospect to agree to use
Paycom starting tomorrow on a trial basis.
C. For the prospect to agree to another meeting in one
week where he/she can see a full demonstration of
Paycom's service.
D. For the prospect to supply Hannah with the specified
information by tomorrow at 5pm so that she may prepare
a formal sales presentation for next week at the same
time.
E. All of these are valid objectives based on the SMART
framework.
In this chapter, it was said that the single most important B.
part of your preparation for the meeting is...
A. Making sure to know the names of everyone involved
in the business so it looks like you did your research.
B. Being ready to speak about your prospect's business
issues.
C. Making sure you know the "red lights" from the "green
lights."
D. Being ready to do a full presentation of your product
at any time.
E. Knowing your features so well that you can explain
them without looking.
, Even for experienced salespeople, it was stated in this C.
chapter that one of the biggest issues when planning for
the sales meeting is:
A. None of the options.
B. Failure to effectively qualify prospects.
C. Misalignment between the buying and selling cycles.
D. That buyers won't deal with sales people unless they
have a referral.
E. Accurate information is not available on the internet.
In this chapter, it was mentioned that, on average, it takes C.
how many visits to close an initial business-to-business
sale?
A. It takes a minimum of 7-9 visits to close a sale.
B. Every company expects its salespeople to close the
sale by the second visit.
C. It takes between 3-5 (or more) interactions to close a
sale.
D. A good sales person closes the sale on the first visit.
E. Most sales can be closed in 2.4 meetings on average.
Which of the following was offered as advice before your C.
next meeting?
A. You can have an objective for a meeting with a
prospect, but do not state it outright as it will seem too
aggressive.
B. Do not have specific objectives when meeting with a
prospect so you can keep your options open.
C. It is your job as a rep to take control of the sales call,
stating your objective at the beginning.
D. It's not important to understand where your prospect
is in the buying cycle, only where you want them to be in
the selling cycle.
E. Do not try to teach the prospect because they will
resent the lesson.
