MAR 3400 FINAL EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS GRADED A++

MAR 3400 FINAL EXAM QUESTIONS AND ANSWERS

WITH COMPLETE SOLUTIONS GRADED A++


3 steps to handling objectives

1.Clarify

2. Respond

3.Confirm

Most successful salespeople ____ objectives

anticipate

Need objection

Don't need the product

Product objection

Don't need YOUR product, alternatives

-Offer demo, trial

Price objection

price too high

-most common

-add value, do not apologize

Time objective

Not the right time, don't have time to meet

Source objection

, Don't like you personally or your company

-Gain familiarity with them

When will objections arise

- making appointments

-start of meeting

-presentation

-close

When you hear an objective

-plan to relax

-listen

-do not interrupt

Objections are...

a good sign!

Direct denial of an objection

salesperson makes a strong statement to indicate an error spoken

-blatant inaccurate assumption, not opinions

Compensation method to an objection

Turn weaknesses into strengths

-acknowledge and compensate

refferal methods to an objection

Find points of agreement

-feel,felt,found

Revisit method to an objection