MKT 3250 MidtermTest Questions with Correct Answers Graded A+

MKT 3250 MidtermTest Questions with Correct Answers Graded A+ Sales - Answers Includes all activities related to the exchange of a product or service to a buyer for money. Sales Process 1 - Answers Research/Preparation Sales Process 2 - Answers Approaching the Customer Sales Process 3 - Answers Needs Discovery Sales Process 4 - Answers Value Proposition Sales Process 5 - Answers Handling Objections/Closing 1800s - Answers Snake Oil Salesman Late 1800s - Answers Sales Became Professional 1916 - Answers First World Salesmanship Congress 1918 - Answers Sales became seen as a science 1923-24 - Answers IBM/Ford create sales training and recruit reps 1925 - Answers "The Psychology of Selling" is published 1950s - Answers Door to Door Selling is the norm 1960s-70s - Answers More customer orientation and consultative selling 1985 - Answers Strategic selling methods for larger accounts 20th Century - Answers Salespeople are strategic business partners Building Rapport - Answers A close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well. Value Propositions - Answers Compelling, tangible statements on how a company or individual will benefit from buying something from you Features Benefits Evidence S in Spin - Answers Situation - Basic information about customer situation P in Spin - Answers Problem - get the customer concentrating on particular issues I in Spin - Answers Implication - Help customer realize problems consequences N in Spin - Answers Needs Payoff - Directly connect problem with value Analytical - Answers Serious, data driven, logical Low assertiveness and low responsiveness Amiable - Answers Supportive, open, dependable Low assertiveness and high responsiveness Driver - Answers Practical, independent, dominating High assertiveness and low responsiveness Expressive - Answers Visionary, opinionated, Expressive High assertiveness and high responsiveness How to work with Amiable - Answers Approach conflict carefully Get to know them Consider their Perspectives Draw out their opinions