MAR3400 EXAM 2 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
Your friend Hannah, a salesperson for Paycom, is asking for your help. 1.
Hannah's boss has asked her to prepare 3 objectives for her sales call. Which one
of the following would you tell Hanna is NOT a valid objective based on the
SMART framework?
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
In this chapter, it was said that the single most important part of your preparation
for the meeting is
Being ready to speak about your prospect's business issues
Even for experienced salespeople, it was stated in this chapter that one of the
biggest issues when planning for the sales meeting is
Misalignment between the buying and selling cycles
In this chapter, it was mentioned that, on average, it takes how many visits to
close an initial business-to-business sale?
It takes between 3 and 5(or more) interactions to close a sale
Which of the following was offered as advice before your next meeting?
It is your job as a rep to take control of the sales call, stating your objective at the
beginning
, How do you engage a prospect in the first 15 seconds?
Focus on benefits and what you can do for the prospect
When phoning a customer, which of the following was a tip presented in this
chapter?
Don't call a prospect without knowing something about their firm and what they do
In one of the videos, a study was mentioned that shoed an 80% (very strong)
correlation between
The buyer's initial impression of the sales rep and the buyer's overall experience dealing
with the sales rep
In the opening part of the sales call, it was recommended that a strong way to
start the conversation is to focus on the buyer's communication style. If the buyer
is obviously a driver, the recommended approach is to....
Communicate some benefits clearly and let them know the duration of the meeting
Stating an agenda is important because...
It puts the customer at ease about what you will discuss and establishes the
salesperson's control of the conversation
In this chapter, it was recommended that salespeople "sell slow". The meaning
behind "sell slow" is to
Take the time to fully understand all of the possible needs that you can address with
your product or service
What type of question is used to uncover the customer's needs?
Problem
What type of question gets the customer to tell you the value of the solution?
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
Your friend Hannah, a salesperson for Paycom, is asking for your help. 1.
Hannah's boss has asked her to prepare 3 objectives for her sales call. Which one
of the following would you tell Hanna is NOT a valid objective based on the
SMART framework?
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
In this chapter, it was said that the single most important part of your preparation
for the meeting is
Being ready to speak about your prospect's business issues
Even for experienced salespeople, it was stated in this chapter that one of the
biggest issues when planning for the sales meeting is
Misalignment between the buying and selling cycles
In this chapter, it was mentioned that, on average, it takes how many visits to
close an initial business-to-business sale?
It takes between 3 and 5(or more) interactions to close a sale
Which of the following was offered as advice before your next meeting?
It is your job as a rep to take control of the sales call, stating your objective at the
beginning
, How do you engage a prospect in the first 15 seconds?
Focus on benefits and what you can do for the prospect
When phoning a customer, which of the following was a tip presented in this
chapter?
Don't call a prospect without knowing something about their firm and what they do
In one of the videos, a study was mentioned that shoed an 80% (very strong)
correlation between
The buyer's initial impression of the sales rep and the buyer's overall experience dealing
with the sales rep
In the opening part of the sales call, it was recommended that a strong way to
start the conversation is to focus on the buyer's communication style. If the buyer
is obviously a driver, the recommended approach is to....
Communicate some benefits clearly and let them know the duration of the meeting
Stating an agenda is important because...
It puts the customer at ease about what you will discuss and establishes the
salesperson's control of the conversation
In this chapter, it was recommended that salespeople "sell slow". The meaning
behind "sell slow" is to
Take the time to fully understand all of the possible needs that you can address with
your product or service
What type of question is used to uncover the customer's needs?
Problem
What type of question gets the customer to tell you the value of the solution?
