Marketing 357 - Exam 2
Final Exam
(2026–2027)
Exam Questions With Verified Correct
Solutions |100% Guaranteed Pass |
Latest Version | Grade A+
, Stages of Selling cycle Research
Analysis
Confirmation
Requirement
Specification
Solution
Close
Maintenance
Research Stage -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? Two steps, 3 rules in step 1
1st step of the research stage and what's it used for Background probes
-use to determine customer's situation
What are the 3 rules to step one in the research stage? 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
Step 2 of the Research stage Make sure you have everything.
Ask: "Anything else?" or I feel like I have a pretty good handle on things, is
there anything else you think might help me understand your business?"
Analysis Stage - don't jump right into knowing how to fix customers problem
-Probing Sequence
Analysis stage : Probing sequence and how many steps -Let customer paint the picture for you
is it - 3 steps
Probing sequence step 1 Identifying probes
Uncover problems by asking questions about their business.
Non-threatening
Probing sequence step 2 Developing probes
-Expand problem once uncovered
-Help customer understand they have a problem (what it is, and that they need
to solve it)
-Make a motivated customer
Final Exam
(2026–2027)
Exam Questions With Verified Correct
Solutions |100% Guaranteed Pass |
Latest Version | Grade A+
, Stages of Selling cycle Research
Analysis
Confirmation
Requirement
Specification
Solution
Close
Maintenance
Research Stage -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? Two steps, 3 rules in step 1
1st step of the research stage and what's it used for Background probes
-use to determine customer's situation
What are the 3 rules to step one in the research stage? 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
Step 2 of the Research stage Make sure you have everything.
Ask: "Anything else?" or I feel like I have a pretty good handle on things, is
there anything else you think might help me understand your business?"
Analysis Stage - don't jump right into knowing how to fix customers problem
-Probing Sequence
Analysis stage : Probing sequence and how many steps -Let customer paint the picture for you
is it - 3 steps
Probing sequence step 1 Identifying probes
Uncover problems by asking questions about their business.
Non-threatening
Probing sequence step 2 Developing probes
-Expand problem once uncovered
-Help customer understand they have a problem (what it is, and that they need
to solve it)
-Make a motivated customer
