mar 3400

MAR-3400 EXAM 2 VIOSCA QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE Two key concepts in sales Planning : understand where you are in the customer buying cycle Preparation: understand who you're meeting with misalignment one of the biggest issues between buying and selling cycles meetings to close a sale average of 3-5 meetings Decision Making Process who, what when -players -timeline -decision criteria identify the influential players Linkedin Meetin...

DISC -MAR3400 EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE IN 10 Minutes by the words you chose a computer nailed your personality Personality Assessment -complicated, usually performed by trained pros -used in hiring processes for job matching -used in team building to balance teams -understanding personality can change your view of a person and accelerate relationship building The DISC -created in 1956, based upon research in 1928 4 Behavior Types 1)...

MAR3400 FSU EXAM 1 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE What are ethics? Ethics are the principles governing behavior of an individual or a group. These principles establish appropriate behavior, indicating what is right and wrong What are things that set the standard of ethics? Companies, society, media, legislator Persuasion vs. Manipulation When we are manipulating we are constraining their choice Gifts vs. bribes Bribes are used expecting something...

MAR3400 EXAM 1 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE What is professional selling? • A productive conversation between two parties • Typically B2B or complex B2C contexts. • A methodology designed to discover and understand the needs and values of another party • A demonstration of the features and benefits of your products or services that will address the needs of the other party • The process of building a relationship or a partnership • C...

FINAL STUDY GUIDE PROFESSIONAL SELLING MAR3400 EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE VALUE-ADDED Benefits received that are not included in the purchase price of the individual good or service. Unit cost a small component price of a product's total cost acquaintance people you know, but you know little about them advantages the performance characteristics of a product that describes how it can be used or will help the buyer Features, Advantages...

MAR3400 EXAM 1 QUESTIONS AND DETAILED CORRECT ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE Goal Attainment -thinkers:43% -writers:62% -sharers:76% Important thing he said to remember whats the one thing I can do for my physical health or key relationships, by doing so will make things easier or unnecessary? WGSA Process of Goal Setting -why: your purpose, the drivers of your life's work -1 goal: a statement about the major goal you are working on in this planning period...

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 ...

MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE Adapt to make suitable to or fit for a specific use or situation to adjust oneself to different conditions; environments, etc. Adaptive sales react to different sales situations by changing their sales behavior types of presentations standard memorized, outlined, customized standard memorized presentation completely memorized sales talk, aka "canned presentation" outlined presentation prearr...

MAR 3400 - TEST 3 EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE What percent of COB grads start their career in sales? Over 50% What percent of marketing grads start their career in sales? Over 75% Personal Selling person to person business activity in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long term benefit of both parties CLV Customer Lifetime Value Ethics principles governing behavior of an individual or a group...

MAR 3400 PROFESSIONAL SELLING EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED GRADED A++ Planning For Sales Call Most important step... often overlooked Preparation -Background research -Decision making process -Identify people in power -Identify influential figures Awareness Building Establish a rapport and build credibility. Get to know your prospect and their business situation Misalignment Biggest issue when selling and buyer are not on the same page. Avoid this. Re...