MAR 3400 Exam 2 Viosca exam Already
Passed!!
1). When preparing for a meeting what should you keep in mind?
Ans: 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.
2). What is one of the biggest mistakes seen in sales?
Ans: misalignment between the buying and selling.
3). Buyer sell relationships go through many stages(especially true in early prospecting phase).
- awareness building goals?
Ans: -establish rapport
-build credibility
-get to know prospect
-know business situation
- remember most successful sales take time to develop!
4). How many times on average need to meet with a customer to close a deal?
Ans: 3-5
in business to business situations
5). Decision making process
Ans: -prepare questions that help create a picture of: players, timeline, decision criteria
-people: issues, power, part of the play.
linked research helps with this.
6). Sales meeting planning
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, Ans: -your job to take control
-meeting objective
-dont waste prospects time
-state objective at beginning
7). Doing research ahead of time prevents you from attempting to?
Ans: selling something to someone that doesn't need it
8). Why should you take time to reach and prepare questions ahead of time?
Ans: to get client to talk about themselves
9). Questions to help you uncover missing pieces of information
Ans: -buying process?
-budget?
10). Red lights
Ans: possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
11). Green lights
Ans: -proceeding to next step
-meeting with decision maker
12). Yellow light
Ans: -stalling
-challenging prospect to get to red or green light
13). Ways to share or teach a client (good to do at beginning of a meeting)
Ans: -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?
PaperStoc.com Page 2 of 13
Passed!!
1). When preparing for a meeting what should you keep in mind?
Ans: 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.
2). What is one of the biggest mistakes seen in sales?
Ans: misalignment between the buying and selling.
3). Buyer sell relationships go through many stages(especially true in early prospecting phase).
- awareness building goals?
Ans: -establish rapport
-build credibility
-get to know prospect
-know business situation
- remember most successful sales take time to develop!
4). How many times on average need to meet with a customer to close a deal?
Ans: 3-5
in business to business situations
5). Decision making process
Ans: -prepare questions that help create a picture of: players, timeline, decision criteria
-people: issues, power, part of the play.
linked research helps with this.
6). Sales meeting planning
PaperStoc.com Page 1 of 13
, Ans: -your job to take control
-meeting objective
-dont waste prospects time
-state objective at beginning
7). Doing research ahead of time prevents you from attempting to?
Ans: selling something to someone that doesn't need it
8). Why should you take time to reach and prepare questions ahead of time?
Ans: to get client to talk about themselves
9). Questions to help you uncover missing pieces of information
Ans: -buying process?
-budget?
10). Red lights
Ans: possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
11). Green lights
Ans: -proceeding to next step
-meeting with decision maker
12). Yellow light
Ans: -stalling
-challenging prospect to get to red or green light
13). Ways to share or teach a client (good to do at beginning of a meeting)
Ans: -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?
PaperStoc.com Page 2 of 13
