Marketing 357 - Exam 2 Questions With
Complete Answers
How many steps does the Selling Cycle have (including Substeps) - ANSWER 22 steps
Persuasion definition - ANSWER to move by argument, entreaty or expostulation to a belief,
position or course of action...to get with difficulty
Selling definition - ANSWER taking an idea, planting that idea in your customers' minds, and
making them feel that they thought of it
Stages of Selling cycle - ANSWER Research
Analysis
Confirmation
Requirement
Specification
Solution
Close
Maintenance
Research Stage - ANSWER -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? - ANSWER Two steps, 3 rules in step 1
1st step of the research stage and what's it used for - ANSWER Background probes
-use to determine customer's situation
What are the 3 rules to step one in the research stage? - ANSWER 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 - ANSWER 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 - ANSWER - don't jump right into knowing how to fix customers problem
-Probing Sequence
Complete Answers
How many steps does the Selling Cycle have (including Substeps) - ANSWER 22 steps
Persuasion definition - ANSWER to move by argument, entreaty or expostulation to a belief,
position or course of action...to get with difficulty
Selling definition - ANSWER taking an idea, planting that idea in your customers' minds, and
making them feel that they thought of it
Stages of Selling cycle - ANSWER Research
Analysis
Confirmation
Requirement
Specification
Solution
Close
Maintenance
Research Stage - ANSWER -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? - ANSWER Two steps, 3 rules in step 1
1st step of the research stage and what's it used for - ANSWER Background probes
-use to determine customer's situation
What are the 3 rules to step one in the research stage? - ANSWER 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 - ANSWER 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 - ANSWER - don't jump right into knowing how to fix customers problem
-Probing Sequence
