MAR 3407 Exam 1 Questions with Correct
Answers
Describe B2B salesperson
B2B is short for business to business. It refers to companies whose sales teams sell products
and services to other businesses.
What is not an important skill for B2B sales success?
ability to push through a presentation without being slowed down by prospect questions
How can a virtual sales meeting help you in the sales process?
more people can participate
When balancing your own goals with requests from colleagues, you should be like
_____.
jelly
What is typically true about rejection? A. Salespeople experience it frequently. B. It is
generally your fault. C. It hurts. D. It can be a tool for learning.
A,C,D
What is true about a best customer?
they value quality and service over price
What is the gold standard for leads?
warm referrals
What does MAND stand for?
Money, Authority, Need, Desire
, What objection is often a red herring?
"it's too expensive"
When do you need conceptual agreement?
just BEFORE you present a proposal or contract
Why is it important to create urgency in the selling process?
because you are ultimately rewarded for hitting your quota
What should you do once you have your goals set?
build a plan to achieve your goals
What's the most important thing to prepare when you're having a first meeting with a
prospect?
a shared agenda
According to research findings released in 2020 by ValueSelling Associates, Inc., a B2B
sales training company, about _____ of business-to-business (B2B) salespeople said they
do not have enough leads in their pipeline to meet quota.
70%
Which statement is true?
persausive selling is about creating win-win situations
A good salesperson can help people save _____.
money, effort, time
Which word, when used with a request, can help you hear yes more often?
Answers
Describe B2B salesperson
B2B is short for business to business. It refers to companies whose sales teams sell products
and services to other businesses.
What is not an important skill for B2B sales success?
ability to push through a presentation without being slowed down by prospect questions
How can a virtual sales meeting help you in the sales process?
more people can participate
When balancing your own goals with requests from colleagues, you should be like
_____.
jelly
What is typically true about rejection? A. Salespeople experience it frequently. B. It is
generally your fault. C. It hurts. D. It can be a tool for learning.
A,C,D
What is true about a best customer?
they value quality and service over price
What is the gold standard for leads?
warm referrals
What does MAND stand for?
Money, Authority, Need, Desire
, What objection is often a red herring?
"it's too expensive"
When do you need conceptual agreement?
just BEFORE you present a proposal or contract
Why is it important to create urgency in the selling process?
because you are ultimately rewarded for hitting your quota
What should you do once you have your goals set?
build a plan to achieve your goals
What's the most important thing to prepare when you're having a first meeting with a
prospect?
a shared agenda
According to research findings released in 2020 by ValueSelling Associates, Inc., a B2B
sales training company, about _____ of business-to-business (B2B) salespeople said they
do not have enough leads in their pipeline to meet quota.
70%
Which statement is true?
persausive selling is about creating win-win situations
A good salesperson can help people save _____.
money, effort, time
Which word, when used with a request, can help you hear yes more often?
