MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED
old selling
"walking brochure"
new selling
idea of intelligence
how people do new selling with intelligence
-adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional intelligence (3)
1. emotional awareness
2. managing emotions
3.reasoning with emotions
*emotional awareness
,identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
*managing emotions
maintaining control
responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions
harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity
curious ab customer, ask lots of questions
3 guidelines of sales
1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves
-The way we dress and present ourselves physically ; simplicity, appropriateness,
quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye
contact, pay attention to body entrance and carriage, communicate with confidence,
effective handshake
, how to build trust with client
always put clients interest first
factors impacting trust
-trust is established when buyers know you wont take advantage of their vulnerability
- trust grows when you do what you say you're going to do
- relationship trust; grows slowly, declines quickly, protect it and don't take advantage of
it, fulfill obligations
*service-focused perspective
Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics
-Ethics in health of your career; your reputation is not a secret - employer and
customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
what are ethics
Ethics are the principles governing behavior of an individual or a group. These
principles establish appropriate behavior, indicating what is right and wrong
main point of companies ethics
develop your own code of ethics so you know how to act correctly
how to grow customers
COMPLETE SOLUTIONS VERIFIED
old selling
"walking brochure"
new selling
idea of intelligence
how people do new selling with intelligence
-adaptive
- pay attention to prospect
-pivot and shift
-think through problems
-uncover patterns
-new ways to add value
-consultant in business advisor
*emotional intelligence (3)
1. emotional awareness
2. managing emotions
3.reasoning with emotions
*emotional awareness
,identify emotions, yours and others
reading non-verbal clues
*key to authentically connecting
*managing emotions
maintaining control
responding appropriately
keep emotions in check- when being rejected
*reasoning with emotions
harness and apply emotions
apply to problem solving
focus and direct thinking
curiosity
curious ab customer, ask lots of questions
3 guidelines of sales
1. always be improving
2. never stop learning
3. develop yourself professionally
Two important parts of the way we present ourselves
-The way we dress and present ourselves physically ; simplicity, appropriateness,
quality
-Pay attention to non-verbal messages; tone, volume, speed, posture & gestures, eye
contact, pay attention to body entrance and carriage, communicate with confidence,
effective handshake
, how to build trust with client
always put clients interest first
factors impacting trust
-trust is established when buyers know you wont take advantage of their vulnerability
- trust grows when you do what you say you're going to do
- relationship trust; grows slowly, declines quickly, protect it and don't take advantage of
it, fulfill obligations
*service-focused perspective
Human side of selling!
-maximizing the value your prospects and clients receive from their interactions with you
- companies do not buy, people do and price doesn't sell, people do
two ideas in ethics
-Ethics in health of your career; your reputation is not a secret - employer and
customers will begin to not trust you if you fail to maintain ethical issue
-Personal damage; when you begin to lose respect for yourself it's a much greater loss
what are ethics
Ethics are the principles governing behavior of an individual or a group. These
principles establish appropriate behavior, indicating what is right and wrong
main point of companies ethics
develop your own code of ethics so you know how to act correctly
how to grow customers
