MAR3400 EXAM 2 |70 COMPLETE QUESTIONS WITH EXPERT SOLUTIONS
| 2026 LATEST UPDATED | GET A+
1. Misalignment - be familiar with the concept: (where the sales person is in this process might not be
the same place the customer is in this process)
a lack of coordination between teams, often sales and marketing, or a mismatch between a company's
internal goals and a customer's needs or buying process
2. How many meetings does it take to get a sale: 3-5
3. decision-making process (Part of needs ID): -players
-timeline
-decision criteria
4. meeting timelines: approach - first few moments with a customer
Needs ID- where you are learning stuff
Presentation- showing stuff
5. meeting planning: -your job to take control
-meeting objective
-Don't waste prospects time
6. most important way to prep for a meeting: being ready to talk about your prospect's issues 7. red
light: things that might entail a sale wont work ex:
- cut budgets
-
, -competitors
8. green light: things that might entail a sale will work
-proceeding to the next step
-meeting with decision maker
9. yellow light: unsure
-stalling
-challenge prospect to get to red or green light
10. smart objectives (be able to identify on test): for example- "Here's a few objectives which ones
are smart and which ones aren't"
- specific
-measurable
-achievable
-realistic
time- based
11. 2 things a meeting need to have to be smart (specific, measurable, and time based are the most
important objectives): -customer commitment (for example: meet with you again) and a time
frame
12. elements of a sales meeting: approach, needs ID, prescription, commitment
13. approach: -professional intro
-build rapport
-
| 2026 LATEST UPDATED | GET A+
1. Misalignment - be familiar with the concept: (where the sales person is in this process might not be
the same place the customer is in this process)
a lack of coordination between teams, often sales and marketing, or a mismatch between a company's
internal goals and a customer's needs or buying process
2. How many meetings does it take to get a sale: 3-5
3. decision-making process (Part of needs ID): -players
-timeline
-decision criteria
4. meeting timelines: approach - first few moments with a customer
Needs ID- where you are learning stuff
Presentation- showing stuff
5. meeting planning: -your job to take control
-meeting objective
-Don't waste prospects time
6. most important way to prep for a meeting: being ready to talk about your prospect's issues 7. red
light: things that might entail a sale wont work ex:
- cut budgets
-
, -competitors
8. green light: things that might entail a sale will work
-proceeding to the next step
-meeting with decision maker
9. yellow light: unsure
-stalling
-challenge prospect to get to red or green light
10. smart objectives (be able to identify on test): for example- "Here's a few objectives which ones
are smart and which ones aren't"
- specific
-measurable
-achievable
-realistic
time- based
11. 2 things a meeting need to have to be smart (specific, measurable, and time based are the most
important objectives): -customer commitment (for example: meet with you again) and a time
frame
12. elements of a sales meeting: approach, needs ID, prescription, commitment
13. approach: -professional intro
-build rapport
-
