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MARKETING 357 – EXAM 2 EXAM WITH CORRECT ACTUAL QUESTIONS AND CORRECTLY WELL DEFINED ANSWERS LATEST ALREADY GRADED A+

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MARKETING 357 – EXAM 2 EXAM WITH CORRECT ACTUAL QUESTIONS AND CORRECTLY WELL DEFINED ANSWERS LATEST ALREADY GRADED A+

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MARKETING 357 – EXAM 2 EXAM WITH
CORRECT ACTUAL QUESTIONS AND
CORRECTLY WELL DEFINED ANSWERS
LATEST ALREADY GRADED A+



Stages of Selling cycle - ANSWERS-Research
Analysis
Confirmation
Requirement
Specification
Solution
Close
Maintenance


Research Stage - ANSWERS--Learn about customers
business, themselves, their goals and needs


-Find key info: Who are the decision makers?

, How many steps and rules are in the research stage? -
ANSWERS-Two steps, 3 rules in step 1


1st step of the research stage and what's it used for -
ANSWERS-Background probes
-use to determine customer's situation


How many steps does the Selling Cycle have (including
Substeps) - ANSWERS-22 steps


Persuasion definition - ANSWERS-to move by argument,
entreaty or expostulation to a belief, position or course of
action...to get with difficulty


Selling definition - ANSWERS-taking an idea, planting that
idea in your customers' minds, and making them feel that
they thought of it


What are the 3 rules to step one in the research stage? -
ANSWERS-1) Keep questions open ended
2) Avoid problems (don't ask what problems they have)
3) Play to your strengths
-ask questions that lead them to your solution/sales pitch

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