MAR3400 EXAM 2 BONNEY |50 COMPLETE QUESTIONS WITH
EXPERT SOLUTIONS | 2026 LATEST UPDATED | GET A+
SMART objectives are defined as... - (Answer)Specific, Measurable, Achievable, Realistic,
Time-based
primary call objective is... - (Answer)actual goal a salesperson hopes to achieve
minimum call objective is... - (Answer)The minimum a salesperson hopes to achieve
optimistic call objective is... - (Answer)the most optimistic outcome the salesperson thinks could
occur
Secondary call objective is... - (Answer)remaining objectives after the primary objective
What should you do during the first 5-10 mins of a call? - (Answer)1. Make a professional
impression
2. Create interest in the customer
3. Be prepared to present an agenda
, What are the 4 types of social styles? - (Answer)1. Driver
2. Expressive
3. Amiable
4. Analytical
Drivers are... - (Answer)task oriented, show them how they can win (clear benefits)
Expressives... - (Answer)Like to be recognized, want others to know they made a good decision
Amiables... - (Answer)want someone they can trust, good to use referral (ex: your friend
martha...)
Analytical... - (Answer)Like to analyze, encourage them to think. They want facts that prove
your point
The Gap Model of Selling - (Answer)Understanding the current state of your prospect and how
to get them to a better tomorrow
EXPERT SOLUTIONS | 2026 LATEST UPDATED | GET A+
SMART objectives are defined as... - (Answer)Specific, Measurable, Achievable, Realistic,
Time-based
primary call objective is... - (Answer)actual goal a salesperson hopes to achieve
minimum call objective is... - (Answer)The minimum a salesperson hopes to achieve
optimistic call objective is... - (Answer)the most optimistic outcome the salesperson thinks could
occur
Secondary call objective is... - (Answer)remaining objectives after the primary objective
What should you do during the first 5-10 mins of a call? - (Answer)1. Make a professional
impression
2. Create interest in the customer
3. Be prepared to present an agenda
, What are the 4 types of social styles? - (Answer)1. Driver
2. Expressive
3. Amiable
4. Analytical
Drivers are... - (Answer)task oriented, show them how they can win (clear benefits)
Expressives... - (Answer)Like to be recognized, want others to know they made a good decision
Amiables... - (Answer)want someone they can trust, good to use referral (ex: your friend
martha...)
Analytical... - (Answer)Like to analyze, encourage them to think. They want facts that prove
your point
The Gap Model of Selling - (Answer)Understanding the current state of your prospect and how
to get them to a better tomorrow
