MAR 3400 FINAL EXAM STUDY GUIDE
Knowledge =
- Product Knowledge
- Industry Knowledge
- Specific Prospect Knowledge - Answers -Success
Sales Objectives =
- Realistically what is the best you can accomplish?
- What is the minimum to continue?
- What else is possible? - Answers -Buyer Commitments
Plan/Making the Sales Call
- Every Sales Call follows the same flow - Answers -- Approach
- Needs ID
- Prescription
- Commitment
Approach - Meeting Opening - Answers -- Professional Introduction
- Builds rapport (make a connection)
The meeting agenda (purpose of the meeting)
- The transition (do you agree on the purpose and process)
SPIN - Answers -- Situation
- Problem
- Implication
- Need Payoff
Situation - Answers -- Facts - Situation Close Ended Questions
-General Condition - Situation Open-Ended Questions
Problem - Answers -Does it hurt?- Where does it hurt?
Implication - Answers -Where does it hurt?
Need Payoff - Answers -If the pain goes away, how is life improved?
Situation Example - Answers -S - Explain your process for calculating payroll
Problem Example - Answers -Do your employees ever misrepresent the amount of
hours they work?
Implication Example - Answers -How much are you overpaying in salary to employees
who misrepresent their time worked?
Knowledge =
- Product Knowledge
- Industry Knowledge
- Specific Prospect Knowledge - Answers -Success
Sales Objectives =
- Realistically what is the best you can accomplish?
- What is the minimum to continue?
- What else is possible? - Answers -Buyer Commitments
Plan/Making the Sales Call
- Every Sales Call follows the same flow - Answers -- Approach
- Needs ID
- Prescription
- Commitment
Approach - Meeting Opening - Answers -- Professional Introduction
- Builds rapport (make a connection)
The meeting agenda (purpose of the meeting)
- The transition (do you agree on the purpose and process)
SPIN - Answers -- Situation
- Problem
- Implication
- Need Payoff
Situation - Answers -- Facts - Situation Close Ended Questions
-General Condition - Situation Open-Ended Questions
Problem - Answers -Does it hurt?- Where does it hurt?
Implication - Answers -Where does it hurt?
Need Payoff - Answers -If the pain goes away, how is life improved?
Situation Example - Answers -S - Explain your process for calculating payroll
Problem Example - Answers -Do your employees ever misrepresent the amount of
hours they work?
Implication Example - Answers -How much are you overpaying in salary to employees
who misrepresent their time worked?
