MAR3400

MAR3400 Exam 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE What information about Paycom is necessary to ask questions and set objectives? -knowledge=success in sales -product knowledge -industry knowledge -prospect knowledge Product Knowledge information about a specific good or service that can be used in sales presentations. Industry Knowledge awareness of regulatory and legal requirements, past and future trends within the industry, and experience with p...

MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS Ethics The principles governing behavior of an individual or a group. These principles establish appropriate behavior, indicating what is right and wrong. (Relative to the group) Selling A marketing function that involves determining client needs and wants through planned, personalized communication that influences purchase decisions and enhances future business opportunities. Definition of a Professional Email - Related subje...

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: identif...

MAR 3400 EXAM 2 VIOSCA QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS Who decides what office supplies are purchased for your company? Situation What difficulties do you experience when using office supply vendors Problem Are deliveries late on a regular basis? Situation What impact does this scheduling issue have on your business? Implication How would an automatic replenishment system alleviate your supply issues? Need pay-off Does this capacity limitation also restrict you in othe...

MAR 3400 EXAM 2 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ planning and preparation What are the two key concepts in Sales? planning When you know where you are today and where you want to go. This is the definition of ______ preparation Doing your homework before going to a Sales meeting is _________ 3-5 It takes how many interactions before you are typically able to close a sale? research who you're meeting with When you're preparing, what is the #1 thing you n...

MAR 3400 CH7 EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++ The two biggest changes in sales communication are A. Cold calling and social interaction B. Increased competition and the Internet C. The Internet and buyer behavior D. Relationship building and face-to-face meetings C. The Internet and buyer behavior Changing demographics has had little impact on the interaction with the client. A. True B. False B. False The channels for sales communication continue to rema...

MAR3400 - EXAM 1 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS Types of Value 1. Product value 2. Service value 3. Relationship value 4. Customer Lifetime Value Characteristics of Successful Salespeople 1. Self-motivated 2. Dependability & trustworthiness 3. Ethical sales behavior 4. Customer and product knowledge 5. Analytical Skills 6. Ability to use information technology 7. Communication skills 8. Flexibility & agility (adaptive) 9. Creativity (adaptive) 10. Emotional intel...

FSU MAR 3400 FINAL EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED LATEST UPDATE What is selling slow? taking the time to learn the needs of the customer and learn their pain What is CRC Clarify, Respond, Confirm Clarifying helps to really hear what the customer is saying Some clarifying questions are "tell me more about that" or "why is that an issue for you?" clarifying is a chance to uncover new needs or wants respond is a chance to respond to objection h...

MAR3400 FINAL EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED For individuals, which of the following is a common cause of liability. Outliving assets, negligence, death Negligence Which of the following best describes the variations in profability Business risk Which category has the highest risk or premature death Wage earning adult single with dependants Which type are the most commonly used incentives Financial Which of the following organizations is most concerned w...

MAR 3400 EXAM 1 QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED LATEST UPDATE 3 character traits that describe a successful seller - Likeable - Tenacious - Absolutely Knowledgeable Visual Integrity not flashy - minimize jewelry, pay attention to detail Factors that impact trust Trust is established when the buyer knows you won't take advantage of their vulnerabilities. Do what you say you will do. Responsiveness extent to which a person reacts to a certain people or situati...