MAR3400 EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
salesperson raise objection before buyers have a chance to raise them
forestall
Two-Step approach salespeople use to deal with a buyers price objections
1. try to look at the objection from the buyers perspective
2. sell the value and quality of a product over price
Objections associated with needs
"i do not require the product"
"I have never done it that way before"
Objections associated with the source
"I do not like you"
"I do not like your firm"
Guideline for salespeople to use the acknowledge method to address a buyers
objection is that they should
not use if the objection raised is factually false
Identify the intangible features that provide value that offsets price
1. provision of field assistance
2.service in the form of faster deliveries
Salesperson has difficulty establishing a need in a buyers mind when selling a
new and different product, service, or idea. This type of selling is known as
, pioneer selling
many objections from a buyer in attempt tp obtain commitment. this shows that
they have
to build their skills in uncovering and responding to the objections
reacting to a buyers objections
1. listen without interrupting
2. assessing objections before interrupting
buyers objections that a salesperson doesnt agree with. attempts to soften the
response using
indirect denial method
when faced with a buyers price objection
1. utilize communication tools effectively
2. make sure to establish the value of a product or service
3. make sure to have up-to-date information
Forestalling objections related to a product is insignificant in written proposals
as immediate feedback between a buyer and a seller is possible
false
objections from buyers are threats to sales opportunities
false
salespeople should attempt to discourage buyers from voicing objections
false
buyers statement is factually not true
the indirect denial method
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
salesperson raise objection before buyers have a chance to raise them
forestall
Two-Step approach salespeople use to deal with a buyers price objections
1. try to look at the objection from the buyers perspective
2. sell the value and quality of a product over price
Objections associated with needs
"i do not require the product"
"I have never done it that way before"
Objections associated with the source
"I do not like you"
"I do not like your firm"
Guideline for salespeople to use the acknowledge method to address a buyers
objection is that they should
not use if the objection raised is factually false
Identify the intangible features that provide value that offsets price
1. provision of field assistance
2.service in the form of faster deliveries
Salesperson has difficulty establishing a need in a buyers mind when selling a
new and different product, service, or idea. This type of selling is known as
, pioneer selling
many objections from a buyer in attempt tp obtain commitment. this shows that
they have
to build their skills in uncovering and responding to the objections
reacting to a buyers objections
1. listen without interrupting
2. assessing objections before interrupting
buyers objections that a salesperson doesnt agree with. attempts to soften the
response using
indirect denial method
when faced with a buyers price objection
1. utilize communication tools effectively
2. make sure to establish the value of a product or service
3. make sure to have up-to-date information
Forestalling objections related to a product is insignificant in written proposals
as immediate feedback between a buyer and a seller is possible
false
objections from buyers are threats to sales opportunities
false
salespeople should attempt to discourage buyers from voicing objections
false
buyers statement is factually not true
the indirect denial method
