MAR 3407 Exam Questions with Correct Answers
Which statement is true?
A. Persuasive selling is about manipulation.
B. Persuasive selling is about creating win-win situations.
C. Persuasive selling is about pushing products or services people don't want or need.
D. Persuasive selling helps communicate how your products or services are popular.
B. Persuasive selling is about creating win-win situations.
A good salesperson can help people save _____.
A. time
B. effort
C. money
D. all of these answers
D. all of these answers
Which word, when used with a request, can help you hear yes more often?
A. Consistency
B. Liking
C. Authority
D. Because
D. Because
Which step in the sales cycle is primarily to determine if there is a fit for your company
and a prospect?
A. Prospecting
B. Referrals
,C. Qualification
D. Closing
C. Qualification
Which step in the sales cycle initiates new clients?
A. Negotiating
B. Closing
C. Objection Handling
D. Referrals
D. Referrals
Which psychological principle says people naturally feel like they should give after
you've given first?
A. Social Proof
B. Reciprocity
C. Scarcity
D. Compare and Contrast
B. Reciprocity
At a minimum, you should devote how much time to prospecting?
A. 5%
B. 10%
C. 1%
D. 50%
B. 10%
, Which psychological concept is NOT as important when prospecting?
A. Authority
B. Reciprocity
C. Social Proof
D. Scarcity
B. Reciprocity
Which should be considered when it comes to first impressions?
A. handshake
B. promptness
C. dress
D. all of these answers
D. all of these answers
During the initial meeting you primarily want to establish rapport and expertise.
FALSE
TRUE
TRUE
Which of the following would NOT be a good idea before meeting the prospective
customer?
A. Connect LinkedIn so they see your professional background.
B. Throw a party for the prospective customer.
C. Have a mutual contact send an email or letter on your behalf.
D. Send literature about your company and your background.
B. Throw a party for the prospective customer.
Which statement is true?
A. Persuasive selling is about manipulation.
B. Persuasive selling is about creating win-win situations.
C. Persuasive selling is about pushing products or services people don't want or need.
D. Persuasive selling helps communicate how your products or services are popular.
B. Persuasive selling is about creating win-win situations.
A good salesperson can help people save _____.
A. time
B. effort
C. money
D. all of these answers
D. all of these answers
Which word, when used with a request, can help you hear yes more often?
A. Consistency
B. Liking
C. Authority
D. Because
D. Because
Which step in the sales cycle is primarily to determine if there is a fit for your company
and a prospect?
A. Prospecting
B. Referrals
,C. Qualification
D. Closing
C. Qualification
Which step in the sales cycle initiates new clients?
A. Negotiating
B. Closing
C. Objection Handling
D. Referrals
D. Referrals
Which psychological principle says people naturally feel like they should give after
you've given first?
A. Social Proof
B. Reciprocity
C. Scarcity
D. Compare and Contrast
B. Reciprocity
At a minimum, you should devote how much time to prospecting?
A. 5%
B. 10%
C. 1%
D. 50%
B. 10%
, Which psychological concept is NOT as important when prospecting?
A. Authority
B. Reciprocity
C. Social Proof
D. Scarcity
B. Reciprocity
Which should be considered when it comes to first impressions?
A. handshake
B. promptness
C. dress
D. all of these answers
D. all of these answers
During the initial meeting you primarily want to establish rapport and expertise.
FALSE
TRUE
TRUE
Which of the following would NOT be a good idea before meeting the prospective
customer?
A. Connect LinkedIn so they see your professional background.
B. Throw a party for the prospective customer.
C. Have a mutual contact send an email or letter on your behalf.
D. Send literature about your company and your background.
B. Throw a party for the prospective customer.
