MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
What characteristics do sales reps need to succeed?
intelligence, smarter selling
What does a "walking brochure" refer to?
Old selling
Characteristics of New Selling
- Adaptive
- Focusing on prospect in customer conversations
- Shifting your questioning in new directions
- Thinking through problems
- Uncovering patterns
- Finding new ways to add value
Emotional Intelligence
the ability to perceive, understand, manage, and use emotions
Characteristics of Emotional Intelligence
Emotional awareness, managing emotions, reasoning with emotions
Emotional awareness
- Identify emotions (yours and others)
- Reading non-verbal clues
- Key to authentically connecting
,Managing emotions
- Maintaining control over your emotions
- Responding appropriately to the emotions of others
- Reasoning with emotions
Reasoning with emotions
- Harness and apply emotions
- Apply to problem solving
- Focus and direct thinking
Curiosity
a strong desire to know or learn something
Characteristics of curiosity
- Be motivated by new things and solving new problems
- Master of information gathering
- Always energized about new ideas and information
- Be excited about sharing ideas and information with others
How to Improve Sales Intelligence
- Training and practicing
- Focus
- Commit to improving capabilities such as mental, emotional and curiosity
Emotional Intelligence helps to....
build trust and be more effective
How has the sales profession changed?
More urgent, fast paced and competitive selling environment
, Todays sales process includes
- Instant communication
- Expectation from customers to be called back within minutes
- Everything can be sent or posted on an instant basis
In the world of sales today, customers
know the same, or more, information about your product just as good as you do
You can have ______ with no _______, but you cannot have ______ without
_______
sales, profit; profit, sales
What makes a great sales professional?
mental toughness
What is mental toughness?
motivation, staying ahead of the curve, adapting to constant change, keeping up
What are 3 character traits to describe a successful seller
-You have to be: likable, tenacious and absolutely knowledgeable
Being a likable successful seller is important because...
people what to buy from people they like
Being a tenacious successful seller includes...
-learning about products, applications, the industry, etc.
-Being able to withstand the rejection that comes with selling
An absolutely knowledgeable successful seller means....
you are willing to constantly learn and make yourself better
Outgoing personalitites
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
What characteristics do sales reps need to succeed?
intelligence, smarter selling
What does a "walking brochure" refer to?
Old selling
Characteristics of New Selling
- Adaptive
- Focusing on prospect in customer conversations
- Shifting your questioning in new directions
- Thinking through problems
- Uncovering patterns
- Finding new ways to add value
Emotional Intelligence
the ability to perceive, understand, manage, and use emotions
Characteristics of Emotional Intelligence
Emotional awareness, managing emotions, reasoning with emotions
Emotional awareness
- Identify emotions (yours and others)
- Reading non-verbal clues
- Key to authentically connecting
,Managing emotions
- Maintaining control over your emotions
- Responding appropriately to the emotions of others
- Reasoning with emotions
Reasoning with emotions
- Harness and apply emotions
- Apply to problem solving
- Focus and direct thinking
Curiosity
a strong desire to know or learn something
Characteristics of curiosity
- Be motivated by new things and solving new problems
- Master of information gathering
- Always energized about new ideas and information
- Be excited about sharing ideas and information with others
How to Improve Sales Intelligence
- Training and practicing
- Focus
- Commit to improving capabilities such as mental, emotional and curiosity
Emotional Intelligence helps to....
build trust and be more effective
How has the sales profession changed?
More urgent, fast paced and competitive selling environment
, Todays sales process includes
- Instant communication
- Expectation from customers to be called back within minutes
- Everything can be sent or posted on an instant basis
In the world of sales today, customers
know the same, or more, information about your product just as good as you do
You can have ______ with no _______, but you cannot have ______ without
_______
sales, profit; profit, sales
What makes a great sales professional?
mental toughness
What is mental toughness?
motivation, staying ahead of the curve, adapting to constant change, keeping up
What are 3 character traits to describe a successful seller
-You have to be: likable, tenacious and absolutely knowledgeable
Being a likable successful seller is important because...
people what to buy from people they like
Being a tenacious successful seller includes...
-learning about products, applications, the industry, etc.
-Being able to withstand the rejection that comes with selling
An absolutely knowledgeable successful seller means....
you are willing to constantly learn and make yourself better
Outgoing personalitites
