MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++

MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH

COMPLETE SOLUTIONS GRADED A++


planning and preparation

What are the two key concepts in Sales?

planning

When you know where you are today and where you want to go.

This is the definition of ______

preparation

Doing your homework before going to a Sales meeting is _________

3-5

It takes how many interactions before you are typically able to close a sale?

research who you're meeting with

When you're preparing, what is the #1 thing you need to do?

1. Find out what the decision making process is

2. Identify the decision maker

You should have two general main meeting goals. What are they?

control, listening, speaking

When you're in a meeting you want to make sure you always have _________ but also

make sure you're ________ more than _________.

say your name and your company

When you first walk into a meeting what is the first thing you should do?

, state your objectives

After the introductions what is the thing you should do immediately after?

problems, information about the company

Prepare questions to ask so you can find out the prospects __________ and

___________

view things differently

You want to share and teach new information to your client because it helps them

objective

You want to make sure you have a story prepared that fits your

specific

What does the "S" stand for in SMART goals?

measurable

What does the "M" stand for in SMART goals?

achievable

What does the "A" stand for in SMART goals?

realistic

What does the "R" stand for in SMART goals?

time based

What does the "T" stand for in SMART goals?

introduction

First step to the "Approach"

developing rapport

Second step to the "Approach"