MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
3 character traits that describe a successful seller
- Likeable
- Tenacious
- Absolutely Knowledgeable
Visual Integrity
not flashy - minimize jewelry, pay attention to detail
Factors that impact trust
Trust is established when the buyer knows you won't take advantage of their
vulnerabilities. Do what you say you will do.
Responsiveness
extent to which a person reacts to a certain people or situations and the feelings that
those people and situations create
Assertiveness
the effort a person makes to influence the thinking and actions of others
Identifying a Driver
very neat, time management tools, business-like office, open convo by asking how long
meeting will take, conservative dress
Identifying a Expressive
, funny pictures, sports stuff, messy, open convo with casual and relaxed style, casual
but stylish dressers
Identifying a Amiable
plants & family photos, ask abt you and where your from and how long you've been w
company, dress casually but w/out style or flare
Identifying a Analytical
neat & well organized office, awards & achievements, data displays, wait for you to
speak first, conservative dress, share buying process they use to make decisions
Selling to a Driver
"show me bottom line results"
- get to the point, specific
- tangible benefits, frame around benefits
Selling to a Expressive
how it will look to their peers, what it means for them, their achievements
Selling to a Amiable
slow to switch, don't want to deviate from relationships w/ suppliers.
- stay patient
- build credibility
Selling to a Analytical
values hard evidence. think through problems in new ways.
- challenge status quo
- bring evidence
Economic Drivers
COMPLETE SOLUTIONS VERIFIED LATEST UPDATE
3 character traits that describe a successful seller
- Likeable
- Tenacious
- Absolutely Knowledgeable
Visual Integrity
not flashy - minimize jewelry, pay attention to detail
Factors that impact trust
Trust is established when the buyer knows you won't take advantage of their
vulnerabilities. Do what you say you will do.
Responsiveness
extent to which a person reacts to a certain people or situations and the feelings that
those people and situations create
Assertiveness
the effort a person makes to influence the thinking and actions of others
Identifying a Driver
very neat, time management tools, business-like office, open convo by asking how long
meeting will take, conservative dress
Identifying a Expressive
, funny pictures, sports stuff, messy, open convo with casual and relaxed style, casual
but stylish dressers
Identifying a Amiable
plants & family photos, ask abt you and where your from and how long you've been w
company, dress casually but w/out style or flare
Identifying a Analytical
neat & well organized office, awards & achievements, data displays, wait for you to
speak first, conservative dress, share buying process they use to make decisions
Selling to a Driver
"show me bottom line results"
- get to the point, specific
- tangible benefits, frame around benefits
Selling to a Expressive
how it will look to their peers, what it means for them, their achievements
Selling to a Amiable
slow to switch, don't want to deviate from relationships w/ suppliers.
- stay patient
- build credibility
Selling to a Analytical
values hard evidence. think through problems in new ways.
- challenge status quo
- bring evidence
Economic Drivers
