Viosca mar 3400 - Study guides, Class notes & Summaries

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MAR 3400 Exam 2 Viosca exam Already Passed
Exam (elaborations) • 13 pages • 2024

MAR 3400 Exam 2 Viosca exam Already Passed!! when preparing for a meeting what should you keep in mind? what is one of the biggest mistakes seen in sales? buyer sell relationships go through many stages(especially true in early prospecting phase). - awareness building goals? how many times on average need to meet with a customer to close a deal? decision making process sales meeting planning doing research ahead of time prevents you from attempting to? why should you take time to reach a...

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Viosca Exam 3 MAR 3400 | 109 Questions with 100 % correct answers | Verified

Viosca Exam 3 MAR 3400 | 109 Questions with 100 % correct answers | Verified
Exam (elaborations) • 12 pages • 2023
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Key to understanding customer objections is... - selling slow 3 steps in handling objections - 1. Clarify, 2. Respond, 3. Confirm Clarify - Explore the Objection, Understand motivation behind it Respond - Use what was learned in clarification step to put customer at ease Confirm - Ask question to see if concern has been alleviated Example of Clarify - "Tell me more about that..." Example of Respond - honesty, evidence (white papers, testimonials, 3rd party) Confirm - "Do you have any o...