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Mar 3400 Comprehensive Exam Questions And Solutions Study Guide

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Mar 3400 Comprehensive Exam Questions And Solutions Study Guide

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MAR 3400 COMPREHENSIVE EXAM
QUESTIONS AND SOLUTIONS STUDY GUIDE

●● misalignment
Answer: one of the biggest issues between buying and selling cycles


●● meetings to close a sale
Answer: average of 3-5 meetings


●● Decision Making Process
Answer: who, what when
-players
-timeline
-decision criteria


●● identify the influential players
Answer: Linkedin


●● Meeting Planning
Answer: -your job to take control
-meeting objective
-don't waste prospect times

, -state objective at the beginning


●● Most important part of your preparation
Answer: -being ready to talk about your prospects business issues
-how can you help


●● questions to uncover missing pieces of info
Answer: -buying process?
-budget?


●● Red lights
Answer: -competitors
-cut budgets


●● Green light
Answer: -desired outcome
-proceeding to the next step
-meeting with decision maker


●● Yellow light
Answer: -stalling
-challenge prospect to get to red or green light

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