FSU MAR 3400 Final Questions With Complete Solutions
3 things to ask for... correct answers good, better, best options
a common method that offers some protection is your correct
answers BATNA
a good method can correct answers protect you
help you make the most
accounts with high account opportunity but low share of wallet
ar e correct answers high potentials (strong upside, assess
potential)
accounts with high share of wallet and high account opportunity
are correct answers crown jewels (highly attractive and invest
time)
accounts with high share of wallet and low account opportunity
are correct answers drag accounts (maintain only, do not over
invest)
accounts with low share of wallet and low account opportunity
are correct answers deadbeats (unattractive, stop investing)
all criteria should be correct answers objective (use a third
party, keep an open mind, never yield to pressure).
always tell the correct answers truth (if you don't know, tell
them that you will find an answer).
,Ask why or why correct answers not to uncover the motivation
Batna helps you from correct answers making a bad decision
Be positive and correct answers confident
Clarifying helps to correct answers really hear what the
customer is saying
clarifying is a chance to correct answers uncover new needs or
wants
compensation method can be deployed when correct answers
buyers object because the product falls short
Confirm is when you correct answers make sure you handled
the objection
Confirming likely triggers a correct answers second objection in
which you recycle the CRC method
conflict-handling behavior modes correct answers
competing(Assertive, Uncooperative), collaborating
(cooperative, Assertive), compromising,
avoiding(uncooperative, unassertive),
accommodating(cooperative, unassertive)
customer education correct answers introduce customers to
others in the company, become refernce point to your customer,
teach themthey have direct access to others
, Direct denial is not used with correct answers opinions
Don't be aggressive, be correct answers assertive
emotions cause the relationship to become entangled with
correct answers the problem
every negotiator has two kinds of interest correct answers
substance and relationship
Example confirming questions include correct answers "Did I
clarify that for you?" or "Do you have any other questions about
that?"
focus on dominant correct answers buying motives
goal of negotiation correct answers not to win but to get both
sides to feel good about the agreement.
Have a hierarchy of closes for when the customer says correct
answers no to the sale
how do you calculate net promoter score correct answers
promoters - detractors
how do you deal with hesitancy? (effective) correct answers ask
probing question, go back to needs assessment (may i ask what
it is that is keeping you from moving forward).
how do you prevent overconfidence? are they talking to other
correct answers firms (better to know and develop strategy)
3 things to ask for... correct answers good, better, best options
a common method that offers some protection is your correct
answers BATNA
a good method can correct answers protect you
help you make the most
accounts with high account opportunity but low share of wallet
ar e correct answers high potentials (strong upside, assess
potential)
accounts with high share of wallet and high account opportunity
are correct answers crown jewels (highly attractive and invest
time)
accounts with high share of wallet and low account opportunity
are correct answers drag accounts (maintain only, do not over
invest)
accounts with low share of wallet and low account opportunity
are correct answers deadbeats (unattractive, stop investing)
all criteria should be correct answers objective (use a third
party, keep an open mind, never yield to pressure).
always tell the correct answers truth (if you don't know, tell
them that you will find an answer).
,Ask why or why correct answers not to uncover the motivation
Batna helps you from correct answers making a bad decision
Be positive and correct answers confident
Clarifying helps to correct answers really hear what the
customer is saying
clarifying is a chance to correct answers uncover new needs or
wants
compensation method can be deployed when correct answers
buyers object because the product falls short
Confirm is when you correct answers make sure you handled
the objection
Confirming likely triggers a correct answers second objection in
which you recycle the CRC method
conflict-handling behavior modes correct answers
competing(Assertive, Uncooperative), collaborating
(cooperative, Assertive), compromising,
avoiding(uncooperative, unassertive),
accommodating(cooperative, unassertive)
customer education correct answers introduce customers to
others in the company, become refernce point to your customer,
teach themthey have direct access to others
, Direct denial is not used with correct answers opinions
Don't be aggressive, be correct answers assertive
emotions cause the relationship to become entangled with
correct answers the problem
every negotiator has two kinds of interest correct answers
substance and relationship
Example confirming questions include correct answers "Did I
clarify that for you?" or "Do you have any other questions about
that?"
focus on dominant correct answers buying motives
goal of negotiation correct answers not to win but to get both
sides to feel good about the agreement.
Have a hierarchy of closes for when the customer says correct
answers no to the sale
how do you calculate net promoter score correct answers
promoters - detractors
how do you deal with hesitancy? (effective) correct answers ask
probing question, go back to needs assessment (may i ask what
it is that is keeping you from moving forward).
how do you prevent overconfidence? are they talking to other
correct answers firms (better to know and develop strategy)
