Mkt 4200 - Study guides, Class notes & Summaries

Clemson University - MKT 4200 > Test 3 Anwsers (New) > A Graded.

. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self-evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to...

What are the components of crafting a quick story? - CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? - Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? - Developing relationships, discovering needs, matching products with need, communicating benef...

What are the components of crafting a quick story? - CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? - Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? - Developing relationships, discovering needs, matching products with need, communicating benef...

What are the components of crafting a quick story? correct answers CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? correct answers Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? correct answers Developing relationships, discovering needs, matchi...

What are typical first call presentation objectives? correct answers establish rapport and begin building a relationship with the customer, obtain personal and business information to establish the customer's file, and obtain permission to ask need identification questions What are some characteristics of team selling presentations? correct answers team selling is suited to organizations that sell complex or customized products, require a more detailed pre-call plan, and each team member mus...

prospecting correct answers process of locating potential customers for a product or service lead correct answers potential prospect that may or may not have what it takes to be a true prospect qualify the lead correct answers the process of determining whether a lead is in fact a prospect prospect correct answers a lead that is a good candidate for buying what the salesperson is selling sales funnel correct answers prospecting term that reflects that some leads do not become prospec...

prospecting correct answers process of locating potential customers for a product or service lead correct answers potential prospect that may or may not have what it takes to be a true prospect qualify the lead correct answers the process of determining whether a lead is in fact a prospect prospect correct answers a lead that is a good candidate for buying what the salesperson is selling sales funnel correct answers prospecting term that reflects that some leads do not become prospec...

When Bree Madigan, with Exact Sciences, spoke to our class, she referenced an article stating that _____ dramatically outperform the other profiles, particularly ______. correct answers Challengers; relationship builders Exact Sciences is a leader in ___ testing and are committed to providing earlier answers and life-changing treatment guidance. correct answers Cancer What percent of the population has a negative attitude about salespeople? correct answers 90% According to the Sales Edu...

1800s - early 1900's correct answers - Peddling network - No developed sale force - Sales"men" for a reason - A strong, stable currency - Easy to get credit - No laws protecting private property - Aggressive salesmanship - Salesmen flourished because there was no established aristocracy - "The Man Nobody Knows" - Jesus as a businessman Early 1900's correct answers - The industry started to take off - Coca-cola - The cash register took off Burroughs (cash register company) -...