assign 4
MAR 4400 Personal Selling
On Line Assignment #3
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INSTRUCTIONS:
One very important role of Sales people is to be able to anticipate and negotiate buyer’s concerns and to be able to earn commitment from the buyer – Close the Deal!
This assignment is worth $40. (10 points per question) - There is a 10% penalty for each day the submission is late.
Please answer the following questions.
1.- Why is it important for a Sales person to anticipate a buyer’s concern and objections?
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2.- In your opinion, is one type of sales resistance (e.g. specific need or the price) more difficult to handle than another (e.g. source, product, delivery time)?
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3.- Are there ever going to be situations where the sales person can’t overcome sales resistance? What should the Sales person do in such situation?
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4.- Why should sales people have many closing techniques ready to use during a sales call? Please explain.
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