MAR 3400 Professional Selling Final End Term
Exam – Lecturers Update – A+ Graded
Submission – 100% Verified Q&A for Success
How to sell to an amiable - ✔✔stay patient and take time to build a personal relationship and listen
carefully to their opinions and feelings to build credibility
How to sell to an analytical - ✔✔Use solid, tangible evidence to make presentations and challenge the
status quo
How to determine a client's social styles - ✔✔assess their office space and how they open a
conversation
driver - neat & timely
expressive - disorganized & casual
amiable - homey & ask about you
analytical - organized, conservative, & wait for you to speak first
Ways to improve listening - ✔✔have pen and paper to write notes and concerns
don't think ahead or interrupt
focus on their words
learn the most about the current topic
practice
procurement buyer - ✔✔person in charge of purchasing in an organization (may not be the decider) but
could slow things or stop it
economic buyer - ✔✔the person(s) who has final approval to make the purchase, must be on board
gatekeeper - ✔✔job is to buffer the decision maker from unwanted sales calls
, salespeople want to get past this person
advocate - ✔✔great to have on your side, typically give you good advice on how to succeed
influencer - ✔✔have no real formal authority to make a decision but care a lot about details and often
persuades people in buying center
user - ✔✔person who uses product or service
blocker - ✔✔person who can stop your progress
2 types of power from each role - ✔✔can delay or negate process
buyers follow a ________ process - ✔✔predictable
Implicit vs explicit needs - ✔✔implicit complains about something ex. "this is too expensive"
explicit focuses on solution ex. "i want a less expensive product"
new buy - ✔✔no knowledge on it so salespeople focus on education
straight rebuy - ✔✔bought before, no changes so salespeople focus on maintaining relationship
modified rebuy - ✔✔another purchase with different conditions or specifications so salespeople act as
consultant to direct customer on how to change decision
derived demand - ✔✔business demand is driven by its customers, demand is dependent on customer's
demand of something else
Inelastic demand - ✔✔business demand is not impacted by price as much as consumer demand
Exam – Lecturers Update – A+ Graded
Submission – 100% Verified Q&A for Success
How to sell to an amiable - ✔✔stay patient and take time to build a personal relationship and listen
carefully to their opinions and feelings to build credibility
How to sell to an analytical - ✔✔Use solid, tangible evidence to make presentations and challenge the
status quo
How to determine a client's social styles - ✔✔assess their office space and how they open a
conversation
driver - neat & timely
expressive - disorganized & casual
amiable - homey & ask about you
analytical - organized, conservative, & wait for you to speak first
Ways to improve listening - ✔✔have pen and paper to write notes and concerns
don't think ahead or interrupt
focus on their words
learn the most about the current topic
practice
procurement buyer - ✔✔person in charge of purchasing in an organization (may not be the decider) but
could slow things or stop it
economic buyer - ✔✔the person(s) who has final approval to make the purchase, must be on board
gatekeeper - ✔✔job is to buffer the decision maker from unwanted sales calls
, salespeople want to get past this person
advocate - ✔✔great to have on your side, typically give you good advice on how to succeed
influencer - ✔✔have no real formal authority to make a decision but care a lot about details and often
persuades people in buying center
user - ✔✔person who uses product or service
blocker - ✔✔person who can stop your progress
2 types of power from each role - ✔✔can delay or negate process
buyers follow a ________ process - ✔✔predictable
Implicit vs explicit needs - ✔✔implicit complains about something ex. "this is too expensive"
explicit focuses on solution ex. "i want a less expensive product"
new buy - ✔✔no knowledge on it so salespeople focus on education
straight rebuy - ✔✔bought before, no changes so salespeople focus on maintaining relationship
modified rebuy - ✔✔another purchase with different conditions or specifications so salespeople act as
consultant to direct customer on how to change decision
derived demand - ✔✔business demand is driven by its customers, demand is dependent on customer's
demand of something else
Inelastic demand - ✔✔business demand is not impacted by price as much as consumer demand
