MAR 3400 EXAM 2 EXAMINATION SCRIPT
2026 COMPLETE QUESTIONS WITH FULL
SOLUTIONS
◉ Expressive.
Answer: -recognize them for their achievements
◉ Amiable.
Answer: -use a referral statement to open the conversation
-focus on establishing trust
◉ Analytical.
Answer: -encourage them to thinks
-use a questions opener to get them to think provocatively about
their business
-what if i told you you could do this in half the time
◉ How to engage prospects in 15 seconds.
Answer: DONT
-open talking about you, your company, product or service
-don't read from a script
, DO
-who you are
-why you're calling: focus on the benefits of your product
-what you can do for them: how can you help
◉ SPIN Selling.
Answer: situation, problem, implication, need payoff
◉ Situation Questions.
Answer: -what sort of business do you run?
-how many people do you employ?
-what kind of equipment are you using?
-collects back ground data, info and facts
◉ Problem questions.
Answer: -does this old machine give you problems?
-is it difficult to process peak loads?
-solving problems
-uncover problems and sell them
-isn't affective in large sales at all
-each one probes for a problem, difficulty or dissatisfaction
2026 COMPLETE QUESTIONS WITH FULL
SOLUTIONS
◉ Expressive.
Answer: -recognize them for their achievements
◉ Amiable.
Answer: -use a referral statement to open the conversation
-focus on establishing trust
◉ Analytical.
Answer: -encourage them to thinks
-use a questions opener to get them to think provocatively about
their business
-what if i told you you could do this in half the time
◉ How to engage prospects in 15 seconds.
Answer: DONT
-open talking about you, your company, product or service
-don't read from a script
, DO
-who you are
-why you're calling: focus on the benefits of your product
-what you can do for them: how can you help
◉ SPIN Selling.
Answer: situation, problem, implication, need payoff
◉ Situation Questions.
Answer: -what sort of business do you run?
-how many people do you employ?
-what kind of equipment are you using?
-collects back ground data, info and facts
◉ Problem questions.
Answer: -does this old machine give you problems?
-is it difficult to process peak loads?
-solving problems
-uncover problems and sell them
-isn't affective in large sales at all
-each one probes for a problem, difficulty or dissatisfaction
