Marketing 357 Exam 2-UNL Mardeson NEWEST
EXAM 2026-2027 COMPLETE 85 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED
ANSWERS) ALREADY GRADED A+
2 Steps to research stage - CORRECT ANSWER: Steps:
- Background probes-used to determine the customers situation
-Anything else?: How long do you take to get through all three research questions;How much
research is enough; Indicated by body language
3 rules to research - CORRECT ANSWER: -Rules:
keep questions open-ended
avoid problems: Don't ask "what problems do you have?"
play to your strengths: Ask questions that lead them to your solution
Advantage - CORRECT ANSWER: Added value items
Analysis stage - CORRECT ANSWER: -Dont jump right into "knowing" how to fix customers
problems(wont work because of decision stage)
-People don't fix small problems
-Probing sequence: Let customer paint picture for you
-Don't ask too many closed questions or sound programmed.
Benefit - CORRECT ANSWER: Most important thing; what does the feature/advantages do for
the customer
,Categories of objections - CORRECT ANSWER: -NO NEED: "whats in it for them"; 80 % of
customers have needs but lack the desire to satisfy them.
-NO HURRY: "i need to think about this a little bit"; Your sense of urgency will usually be
higher than customers; Use as many trial closes as possible during probing sequence.
-NO MONEY: Price is one of biggest pitfalls of any sales process; Serious problem need fixed
no matter what; Usually "i would rather spend my money on something else"; Value is not about
price, its about benefits and what those benefits are worth
-NO TRUST: Very common; If we have done our jobs building trust during process, this isn't
much of an issue; Make them know that you want to help them, not simply sell something.
close stage - CORRECT ANSWER: -If we have done our work to this point, this is very easy
-Myths include: always be closing, there are a thousand ways to close, you don't need to close to
gain commitment, and the only thing worth closing for is the customers business(requires
partnership).
- Summary close is one of the most effective ways that we discussed
-Four steps to effective close: confirm benefits; ask for commitment; discuss logistics; reassure
the customer
Close stage step 1 - CORRECT ANSWER: Confirm benefits:
-Go through all benefits of product, review how they address customers needs.
- Establish a basis for moving forward
- Great opportunity for customer to throw up objections
- Clearly re-affirms why weve had our discussion and how we can help solve problems.
Close stage step 2 - CORRECT ANSWER: Ask for Commitment:
-Where the "close" lives
- You are asking for the business in this step
- The best way is to be straightforward without playing games
- "I would love to have you're business"
, - Come up with a comfortable closing line and use it naturally; its a natural progression to this
point
Close stage step 3 - CORRECT ANSWER: Discuss logistics:
-In most instances, this is as important as the sale itself
-Build trust, build confidence, and let the customer know they made the right choice
- Delivery, payment, etc....this step is entirely up to your company and how things need to be
done as it relates to the customers needs
Close stage step 4 - CORRECT ANSWER: Reassure the customer
-Purchases are emotional. This is the customers money and its important
- The customer will do all sorts of things after a purchase decision is made, all of which are
highly emotional
- create comfort
- "Ok, the hard part is over, now its time for me to put my money where my mouth is and prove
you made a great decision"
Confirmation - CORRECT ANSWER: Simply make sure the customer is following and what
you're saying fits the need
Confirmation Stage - CORRECT ANSWER: -Extremely short(60 seconds)
-Customer is ready for change(if the probing sequence was performed properly)
-3 steps: tests understanding, any other concerns?, Committ to change
confirmation stage step 1 - CORRECT ANSWER: Test Understanding:
-3 ways to communicate: listen, ask questions, make statements
-Requires listening
- Begin by summarizing the entire conversation about the customers problems
-Confirm you are on the right track
EXAM 2026-2027 COMPLETE 85 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED
ANSWERS) ALREADY GRADED A+
2 Steps to research stage - CORRECT ANSWER: Steps:
- Background probes-used to determine the customers situation
-Anything else?: How long do you take to get through all three research questions;How much
research is enough; Indicated by body language
3 rules to research - CORRECT ANSWER: -Rules:
keep questions open-ended
avoid problems: Don't ask "what problems do you have?"
play to your strengths: Ask questions that lead them to your solution
Advantage - CORRECT ANSWER: Added value items
Analysis stage - CORRECT ANSWER: -Dont jump right into "knowing" how to fix customers
problems(wont work because of decision stage)
-People don't fix small problems
-Probing sequence: Let customer paint picture for you
-Don't ask too many closed questions or sound programmed.
Benefit - CORRECT ANSWER: Most important thing; what does the feature/advantages do for
the customer
,Categories of objections - CORRECT ANSWER: -NO NEED: "whats in it for them"; 80 % of
customers have needs but lack the desire to satisfy them.
-NO HURRY: "i need to think about this a little bit"; Your sense of urgency will usually be
higher than customers; Use as many trial closes as possible during probing sequence.
-NO MONEY: Price is one of biggest pitfalls of any sales process; Serious problem need fixed
no matter what; Usually "i would rather spend my money on something else"; Value is not about
price, its about benefits and what those benefits are worth
-NO TRUST: Very common; If we have done our jobs building trust during process, this isn't
much of an issue; Make them know that you want to help them, not simply sell something.
close stage - CORRECT ANSWER: -If we have done our work to this point, this is very easy
-Myths include: always be closing, there are a thousand ways to close, you don't need to close to
gain commitment, and the only thing worth closing for is the customers business(requires
partnership).
- Summary close is one of the most effective ways that we discussed
-Four steps to effective close: confirm benefits; ask for commitment; discuss logistics; reassure
the customer
Close stage step 1 - CORRECT ANSWER: Confirm benefits:
-Go through all benefits of product, review how they address customers needs.
- Establish a basis for moving forward
- Great opportunity for customer to throw up objections
- Clearly re-affirms why weve had our discussion and how we can help solve problems.
Close stage step 2 - CORRECT ANSWER: Ask for Commitment:
-Where the "close" lives
- You are asking for the business in this step
- The best way is to be straightforward without playing games
- "I would love to have you're business"
, - Come up with a comfortable closing line and use it naturally; its a natural progression to this
point
Close stage step 3 - CORRECT ANSWER: Discuss logistics:
-In most instances, this is as important as the sale itself
-Build trust, build confidence, and let the customer know they made the right choice
- Delivery, payment, etc....this step is entirely up to your company and how things need to be
done as it relates to the customers needs
Close stage step 4 - CORRECT ANSWER: Reassure the customer
-Purchases are emotional. This is the customers money and its important
- The customer will do all sorts of things after a purchase decision is made, all of which are
highly emotional
- create comfort
- "Ok, the hard part is over, now its time for me to put my money where my mouth is and prove
you made a great decision"
Confirmation - CORRECT ANSWER: Simply make sure the customer is following and what
you're saying fits the need
Confirmation Stage - CORRECT ANSWER: -Extremely short(60 seconds)
-Customer is ready for change(if the probing sequence was performed properly)
-3 steps: tests understanding, any other concerns?, Committ to change
confirmation stage step 1 - CORRECT ANSWER: Test Understanding:
-3 ways to communicate: listen, ask questions, make statements
-Requires listening
- Begin by summarizing the entire conversation about the customers problems
-Confirm you are on the right track
