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
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
