MAR 3400 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED GRADED ++
Benefits of sales
-great income
-regular and immediate feedback
-psychologically rewarding
-high visibility
-growth opportunity
What sales is vs isn't
IS NOT
-being pushy and aggressive
-annoying
-outgoing and charismatic (not always)
IS
-be committed to sales profession
-right attitude
Emotional intelligence
emotional awareness
managing emotions
reasoning with emotions
,Balance between seller and customer needs
when buyers trust you and trust your company, you have a valuable tool in helping you
negotiating best outcome for both parties
Factors impacting trust
-buyer knows you wont take advantage of vulnerability
-you do what you say you will do
-trust builds slowly but is broken quickly
Projecting a professional image
1) simplicity
2) appropriateness
3) quality
4) visual integrity
5) attention to detail
6) non-verbal messages
Ethical behavior in sales
Ethics impacts the health of your career
-your reputation is not a secret
Ethics impacts you personally
-poor ethics can result in you losing respect for yourself
Strategies for entertaining sales
1) set time and budget limits
2) establish expectations with prospect
, 3) communicate with management
4) talk to server or bartender beforehand
5) know the difference between entertaining vs socializing
6) don't drink too much
Entertaining vs socializing
entertaining has a PURPOSE
Persuasion vs manipulation
The difference lies in the intent and transparency of the process
Persuasion= freedom to choose
Manipulation= being forced into something
Gifts vs bribes
Gifts you do not expect something in return
Entertainment
part of the job
networking
golf outings
happy hour
lunch
key is ENTERTAINING vs socializing
Confidential information
agents can neither disclose nor use for their own benefit any confidential information
they acquire during their agency
Backdoor selling
COMPLETE SOLUTIONS VERIFIED GRADED ++
Benefits of sales
-great income
-regular and immediate feedback
-psychologically rewarding
-high visibility
-growth opportunity
What sales is vs isn't
IS NOT
-being pushy and aggressive
-annoying
-outgoing and charismatic (not always)
IS
-be committed to sales profession
-right attitude
Emotional intelligence
emotional awareness
managing emotions
reasoning with emotions
,Balance between seller and customer needs
when buyers trust you and trust your company, you have a valuable tool in helping you
negotiating best outcome for both parties
Factors impacting trust
-buyer knows you wont take advantage of vulnerability
-you do what you say you will do
-trust builds slowly but is broken quickly
Projecting a professional image
1) simplicity
2) appropriateness
3) quality
4) visual integrity
5) attention to detail
6) non-verbal messages
Ethical behavior in sales
Ethics impacts the health of your career
-your reputation is not a secret
Ethics impacts you personally
-poor ethics can result in you losing respect for yourself
Strategies for entertaining sales
1) set time and budget limits
2) establish expectations with prospect
, 3) communicate with management
4) talk to server or bartender beforehand
5) know the difference between entertaining vs socializing
6) don't drink too much
Entertaining vs socializing
entertaining has a PURPOSE
Persuasion vs manipulation
The difference lies in the intent and transparency of the process
Persuasion= freedom to choose
Manipulation= being forced into something
Gifts vs bribes
Gifts you do not expect something in return
Entertainment
part of the job
networking
golf outings
happy hour
lunch
key is ENTERTAINING vs socializing
Confidential information
agents can neither disclose nor use for their own benefit any confidential information
they acquire during their agency
Backdoor selling
