MAR3400 EXAM 2 |COMPLETE QUESTIONS WITH EXPERT
SOLUTIONS | 2026 LATEST UPDATED | GET A+
when preparing for a meeting what should you keep in mind? - (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? - (Answer)misalignment between the buying
and selling.
buyer sell relationships go through many stages(especially true in early prospecting phase). -
awareness building goals? - (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? - (Answer)3-5
,in business to business situations
decision making process - (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 - (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? - (Answer)selling something to
someone that doesn't need it
why should you take time to reach and prepare questions ahead of time? - (Answer)to get client
to talk about themselves
, questions to help you uncover missing pieces of information - (Answer)-buying process?
-budget?
red lights - (Answer)possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
green lights - (Answer)-proceeding to next step
-meeting with decision maker
yellow light - (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) - (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? - (Answer)reps don't have a plan when approaching meetings
SOLUTIONS | 2026 LATEST UPDATED | GET A+
when preparing for a meeting what should you keep in mind? - (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? - (Answer)misalignment between the buying
and selling.
buyer sell relationships go through many stages(especially true in early prospecting phase). -
awareness building goals? - (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? - (Answer)3-5
,in business to business situations
decision making process - (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 - (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? - (Answer)selling something to
someone that doesn't need it
why should you take time to reach and prepare questions ahead of time? - (Answer)to get client
to talk about themselves
, questions to help you uncover missing pieces of information - (Answer)-buying process?
-budget?
red lights - (Answer)possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
green lights - (Answer)-proceeding to next step
-meeting with decision maker
yellow light - (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) - (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? - (Answer)reps don't have a plan when approaching meetings
