MAR 3400 Exam 2 FSU ACTUAL QUESTIONS AND CORRECT ANSWERS

MAR 3400 Exam 2 FSU ACTUAL
QUESTIONS AND CORRECT ANSWERS
Planning - Correct answers✔Knowing where you are today and where you want to go



Preparation - Correct answers✔Doing your homework



What is the biggest issue a salesperson struggles with? - Correct answers✔Misalignment



Misalignment between - Correct answers✔The buying and selling



Buying Stages - Correct answers✔Awareness Building



Awareness Building - Correct answers✔- Establish rapport

- Build credibility

- Get to know prospect

- Business situation



Meetings to close a sale - Correct answers✔



Preparation Meeting Goals: Decision-making process - Correct answers✔- Players?

- Timeline?

- Decision criteria?


Preparation Meeting Goals: People - Correct answers✔- Issues?

, - Power?

- Part they play?



Preparation Meeting Goals: Identify the _______ players - Correct answers✔Influential



Influential Players - Correct answers✔More than their title



How can you connect with influential players? - Correct answers✔LinkedIn Research



Identify the personal win - Correct answers✔Make your contact's life a little easier



Sales Meeting planning - Correct answers✔- Your job to take control

- Meeting objective

- Don't waste prospect's time

- State objective at the beginning

- Being ready to talk about your prospect's business issues



What is the most important part of sales meeting planning? - Correct answers✔Being ready to
talk about your prospect's business issues



Being ready to talk about your prospect's business issues - Correct answers✔- Prepare questions

- Goals framework

- Additional research


Red lights - Correct answers✔Issues that might stop you