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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!

The objective of this assignment is to understand your perspectives on this topic which was covered in chapter 8. You will be graded on how your answer relate to the topics as explained in the book and most importantly, your opinions on each subject. For each question, a minimum of 150 words are required on your answer.

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.

As you type your answer, box will expand