MAR 3400 TEST 1 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS VERIFIED
The New World of Sales
-intelligence
-60% of prospects have already researched your product and company
-old selling="walking brochure"
-new selling= adaptive, pay attention to prospect, pivot and shift, think through
problems, uncover patterns, new ways to add value (learned something new and
useful), consultant advisor
-1 in 8 meetings are valuable
Emotional Intelligence
1.) emotional awareness: identify emotions, reading non-verbal clues, key to
authentically connecting
2.) managing emotions: maintaining control, responding appropriately, keep emotions in
check
3.) reasoning w/emotions: harness and apply emotions, apply to problem solving, focus
and direct thinking
Curiosity
-need to be motivated by learning new things and solving problems
-master of information gathering
-be genuinely excited about sharing knowledge with others
,Embrace your Role in Sales
1.) career evolves into a sales role
2.) by accident
-embrace the challenges of sales because it can be rewarding:
1.) great income
2.) regular and immediate feedback
3.) psychologically rewarding
4.) high visibility
5.) growth opportunity
What Sales is not
-being pushy and aggressive
-annoying
-outgoing and charismatic
What Sale is
-be committed to the profession, always improve
-have a good attitude to overcome the challenges
Simplicity
-avoid flashy colors
-dark suit, white shirt, power tie
Appropriatness
-consider the client
-formal or business casual?
Quality
, -your sales wardrobe is an investment
Visual Integrity
-minimize jewelry
Pay Attention to Non-Verbal Messages
1.) tone
2.) volume
3.) speed
-pay attention to entrance and body carriage
-communicate with confidence: good posture, maintain eye contact, friendly smile, firm
handshake
-effective handshake: communicates a caring attitude
Selling with Integrity
-clients interest first
-do the right thing for your clients
-do customers trust you?
-learn to balance customer and seller needs
Factors Impacting Trust
1.) buyers know you won't take advantage of vulnerabilities
2.) you do what you say you're going to do (honoring your word)
Relationship Trust
-grows slowly
-declines rapidly (one trust has been broken it drops quickly and even harder to regain)
COMPLETE SOLUTIONS VERIFIED
The New World of Sales
-intelligence
-60% of prospects have already researched your product and company
-old selling="walking brochure"
-new selling= adaptive, pay attention to prospect, pivot and shift, think through
problems, uncover patterns, new ways to add value (learned something new and
useful), consultant advisor
-1 in 8 meetings are valuable
Emotional Intelligence
1.) emotional awareness: identify emotions, reading non-verbal clues, key to
authentically connecting
2.) managing emotions: maintaining control, responding appropriately, keep emotions in
check
3.) reasoning w/emotions: harness and apply emotions, apply to problem solving, focus
and direct thinking
Curiosity
-need to be motivated by learning new things and solving problems
-master of information gathering
-be genuinely excited about sharing knowledge with others
,Embrace your Role in Sales
1.) career evolves into a sales role
2.) by accident
-embrace the challenges of sales because it can be rewarding:
1.) great income
2.) regular and immediate feedback
3.) psychologically rewarding
4.) high visibility
5.) growth opportunity
What Sales is not
-being pushy and aggressive
-annoying
-outgoing and charismatic
What Sale is
-be committed to the profession, always improve
-have a good attitude to overcome the challenges
Simplicity
-avoid flashy colors
-dark suit, white shirt, power tie
Appropriatness
-consider the client
-formal or business casual?
Quality
, -your sales wardrobe is an investment
Visual Integrity
-minimize jewelry
Pay Attention to Non-Verbal Messages
1.) tone
2.) volume
3.) speed
-pay attention to entrance and body carriage
-communicate with confidence: good posture, maintain eye contact, friendly smile, firm
handshake
-effective handshake: communicates a caring attitude
Selling with Integrity
-clients interest first
-do the right thing for your clients
-do customers trust you?
-learn to balance customer and seller needs
Factors Impacting Trust
1.) buyers know you won't take advantage of vulnerabilities
2.) you do what you say you're going to do (honoring your word)
Relationship Trust
-grows slowly
-declines rapidly (one trust has been broken it drops quickly and even harder to regain)
