MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED

MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED when preparing for a meeting what should you keep in mind? 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. what is one of the biggest mistakes seen in sales? misalignment between the buying and selling. buyer sell relationships go through many stages(especially true in early prospecting phase). - awareness building goals? -establish rapport -build credibility -get to know prospect -know business situation - remember most successful sales take time to develop! how many times on average need to meet with a customer to close a deal? 3-5 in business to business situations decision making process -prepare questions that help create a picture of: players, timeline, decision criteria -people: issues, power, part of the play. linked research helps with this. sales meeting planning -your job to take control -meeting objective -dont waste prospects time -state objective at beginning doing research ahead of time prevents you from attempting to? selling something to someone that doesn't need it why should you take time to reach and prepare questions ahead of time? to get client to talk about themselves questions to help you uncover missing pieces of information -buying process? -budget? red lights possibilities that can make the deal go south -cutting budgets -talking to a competitor green lights -proceeding to next step -meeting with decision maker yellow light -stalling -challenging prospect to get to red or green light ways to share or teach a client (good to do at beginning of a meeting) -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? BIGGEST mistake seen in sales? reps don't have a plan when approaching meetings selling SMART objectives? s- specific m- measurable r- realistic t- time based two most obvious objectives reps focus on? primary call optimistic call primary call objective the main goal you want to achieve -learn about the company and share that information and set up another meeting to possibly close ex: i know this is one of two people of the company, my objective is to learn about their