MAR 3400 FINAL EXAM QUESTIONS &
ANSWERS 2024/2025
Knowledge =
- Product Knowledge
- Industry Knowledge
- Specific Prospect Knowledge - ANSWERSSuccess
Sales Objectives =
- Realistically what is the best you can accomplish?
- What is the minimum to continue?
- What else is possible? - ANSWERSBuyer Commitments
Plan/Making the Sales Call
- Every Sales Call follows the same flow - ANSWERS- Approach
- Needs ID
- Prescription
- Commitment
Approach - Meeting Opening - ANSWERS- Professional Introduction
- Builds rapport (make a connection)
The meeting agenda (purpose of the meeting)
- The transition (do you agree on the purpose and process)
SPIN - ANSWERS- Situation
- Problem
- Implication
, - Need Payoff
Situation - ANSWERS- Facts - Situation Close Ended Questions
-General Condition - Situation Open-Ended Questions
Problem - ANSWERSDoes it hurt?- Where does it hurt?
Implication - ANSWERSWhere does it hurt?
Need Payoff - ANSWERSIf the pain goes away, how is life improved?
Situation Example - ANSWERSS - Explain your process for calculating payroll
Problem Example - ANSWERSDo your employees ever misrepresent the amount of hours they work?
Implication Example - ANSWERSHow much are you overpaying in salary to employees who misrepresent
their time worked?
Need Payoff Example - ANSWERSWhat would the $20,000 per year saved from overpaying employees
mean to you?
Feature - ANSWERS- Only one piece
- Referred to in "our language" rather than "their language"
Advantages "General Benefits - For Anyone" - ANSWERS- A General "Good Thing" that your Solution
offers
- Not bad, but maybe not compelling. Why?
Benefits "Specific Benefit - For This Customer" - ANSWERS- A "Good Thing" that relates directly to the
customers needs
ANSWERS 2024/2025
Knowledge =
- Product Knowledge
- Industry Knowledge
- Specific Prospect Knowledge - ANSWERSSuccess
Sales Objectives =
- Realistically what is the best you can accomplish?
- What is the minimum to continue?
- What else is possible? - ANSWERSBuyer Commitments
Plan/Making the Sales Call
- Every Sales Call follows the same flow - ANSWERS- Approach
- Needs ID
- Prescription
- Commitment
Approach - Meeting Opening - ANSWERS- Professional Introduction
- Builds rapport (make a connection)
The meeting agenda (purpose of the meeting)
- The transition (do you agree on the purpose and process)
SPIN - ANSWERS- Situation
- Problem
- Implication
, - Need Payoff
Situation - ANSWERS- Facts - Situation Close Ended Questions
-General Condition - Situation Open-Ended Questions
Problem - ANSWERSDoes it hurt?- Where does it hurt?
Implication - ANSWERSWhere does it hurt?
Need Payoff - ANSWERSIf the pain goes away, how is life improved?
Situation Example - ANSWERSS - Explain your process for calculating payroll
Problem Example - ANSWERSDo your employees ever misrepresent the amount of hours they work?
Implication Example - ANSWERSHow much are you overpaying in salary to employees who misrepresent
their time worked?
Need Payoff Example - ANSWERSWhat would the $20,000 per year saved from overpaying employees
mean to you?
Feature - ANSWERS- Only one piece
- Referred to in "our language" rather than "their language"
Advantages "General Benefits - For Anyone" - ANSWERS- A General "Good Thing" that your Solution
offers
- Not bad, but maybe not compelling. Why?
Benefits "Specific Benefit - For This Customer" - ANSWERS- A "Good Thing" that relates directly to the
customers needs
