MAR 3400 - CHAPTERS 8-11 QUIZ QUESTIONS AND VERIFIED
ANSWERS LATEST UPDATE
Your friend Hannah, a salesperson from Paycom, is asking 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.
A.
In this chapter, it was said that the single most important 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.
B.
Even for experienced salespeople, it was stated in this 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.
C.
In this chapter, it was mentioned that, on average, it takes 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.
C.
Which of the following was offered as advice before your next meeting?
A. You can have an objective for a meeting with a prospect, but do not state it
ANSWERS LATEST UPDATE
Your friend Hannah, a salesperson from Paycom, is asking 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.
A.
In this chapter, it was said that the single most important 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.
B.
Even for experienced salespeople, it was stated in this 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.
C.
In this chapter, it was mentioned that, on average, it takes 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.
C.
Which of the following was offered as advice before your next meeting?
A. You can have an objective for a meeting with a prospect, but do not state it
