{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}

exam2studysheet - The importance of… Question design(open...

Info icon This preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
MAR 3391 Exam 2 Study Sheet Assigned Readings from How to Become a Rainmaker What is prospecting and why is it important? The process from lead to partner What makes a good prospect? (5 key characteristics) Where do leads come from? Which methods are most effective? How does one plan for a sales call? Types of information sought and possible sources Setting good objectives Keys to setting appointments Methods of approach How to develop rapport and the importance of doing so Identifying needs The import
Image of page 1
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: The importance of… Question design (open and closed) Impact on rest of the sales presentation Features vs. benefits Characteristics of a strong sales presentation Methods for overcoming objections What should be done after EVERY objection? Obtaining commitment When/what to look for to gage buyer’s readiness How Closing methods What is said when using each one What social styles each may be appropriate for Which are most/least effective What to do after a sale What to do after no sale...
View Full Document

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern