MAR 3400 - Chapters 8-11 Quiz

Questions and Answers

Which one of the following would you tell Hannah is NOT a valid objective based on the SMART framework?

All of these are valid objectives based on the SMART framework.

For Hannah to get a complete understanding of how this prospect could use Paycom and to build her future credibility with the prospect so that the prospect will trust her opinions.

For Hannah to get the prospect to agree to use Paycom starting tomorrow on a trial basis. (correct)

For the prospect to agree to another meeting in one week where he/she can see a full demonstration of Paycom's service.

For the prospect to supply Hannah with the specified information by tomorrow at 5pm so that she may prepare a formal sales presentation for next week at the same time.

What is said to be the single most important part of your preparation for the meeting?

Making sure you know the 'red lights' from the 'green lights.'

Knowing your features so well that you can explain them without looking.

Being ready to speak about your prospect's business issues. (correct)

Making sure to know the names of everyone involved in the business so it looks like you did your research.

Being ready to do a full presentation of your product at any time.

What is one of the biggest issues when planning for the sales meeting?

Accurate information is not available on the internet.

Misalignment between the buying and selling cycles. (correct)

None of the options.

That buyers won't deal with salespeople unless they have a referral.

Failure to effectively qualify prospects.

On average, how many visits does it take to close an initial business-to-business sale?

It takes between 3-5 (or more) interactions to close a sale. Signup and view all the answers

Which advice was offered before your next meeting?

It is your job as a rep to take control of the sales call, stating your objective at the beginning. Signup and view all the answers

How do you engage the prospect in the first 15 seconds?

Focus on benefits and what you can do for the prospect. Signup and view all the answers

When phoning a customer, which tip was presented?

Don't call a prospect without knowing something about their firm and what they do. Signup and view all the answers

What study mentioned a correlation between the buyer's initial impression of the sales rep and their overall experience?

The buyer's initial impression of the sales rep and the buyer's overall experience dealing with the sales rep. Signup and view all the answers

In the opening part of the sales call, what is recommended if the buyer is a driver?

Communicate some benefits clearly and let them know the duration of the meeting. Signup and view all the answers

Study Notes

Sales Call Objectives

SMART framework guides effective objective setting for sales calls.
Valid objectives can include building credibility, securing agreements, and gathering information, but not vague or subjective goals.
Essential to set clear, measurable objectives for sales success.

Preparation for Meetings

Understanding the prospect's business issues is critical before meetings.
Know the audience and their roles to demonstrate research and readiness.
Preparation reduces misalignment in buying and selling cycles.

Sales Meeting Insights

Closing a B2B sale typically requires 3-5 interactions, not just one meeting.
Many salespeople misjudge the time it takes to close, emphasizing the importance of patience and persistence.
Continuous engagement with prospects is vital throughout the sales process.

Meeting Objectives

Clearly state meeting objectives to maintain control of the conversation.
Understanding the prospect's position in the buying cycle increases effectiveness of sales tactics.
Avoid being overly aggressive but remain focused and objective-driven.

Engaging Prospects

First impressions matter; engaging in the first 15 seconds is crucial.
Focusing on the benefits to the prospect can capture attention more effectively than discussing personal achievements.
Starting the conversation with humor or scripted dialogue may not be as effective.

Communication During Calls

Research the prospect’s company beforehand to tailor the conversation.
Avoid excessive self-promotion and irrelevant details; focus on the prospect's needs and solutions.
Early disclosure can deter interest; engage with purpose to keep prospects engaged.

Impression Impact

A strong initial impression correlates significantly with buyer experience and purchase likelihood.
Sales representatives' appearance, demeanor, and attitude strongly influence buyer perceptions and decisions.
Creating positive rapport is key to successful sales interactions.

Tailoring Communication

Adapt communication style to match the buyer's preferences, particularly recognizing if they are a "driver."
Focus on clear benefits and set expectations for the meeting duration to maintain engagement.
Customize messaging to enhance connection and understanding with different buyer personalities.

Description

Test your knowledge on Chapters 8-11 of MAR 3400. This quiz focuses on important concepts related to sales objectives and the SMART framework, helping you refine your understanding of effective sales strategies.