It is to the salespersons disadvantage if disagreements can be handled during the presentation

A buyer who says “We have a better offer from your competitor” is likely expressing which type of objection? a. price b. product c. source d. need ANS: A PTS: 1 DIF: Easy REF: p. 190-191

Table of Contents

  • How does Course Hero work?
  • Is Course Hero a social learning network?
  • Which of the following would most likely be a reason for a prospect to raise objections?
  • Which type of sales resistance do sales people face most often?
  • When selling to groups salespeople should?
  • Why do buyers raise objection?
  • What are the five buying decisions on which common objections are based?
  • What is buyer resistance?
  • How do buyers deal with resistance?
  • What is sales resistance example?
  • When presenting to a group of buyers which of the following tactics should be avoided by salespeople?
  • Which of the following does a salesperson need to do in order to produce understandable sales dialogue?
  • How many products should a salesperson show a customer at one time?
  • Is Course Hero free?
  • Popular Posts:

How does Course Hero work?

Feb 25, 2019 · A buyer who says “Your company is too small to meet my needs” is expressing which type of objection? a. price b. time c. source d. need ANS: C PTS: 1 …

Is Course Hero a social learning network?

A buyer expressing concern about the product's ability to function properly is raising which type of objection? ... A buyer who says "your company is too small to meet my needs", which objection? source ... nonverbals developed over course of evolution. Neuro-linguistic. combines cognitive theory, split-brain processing, sensory perception. ...

Correct. When a salesperson asks a buyer "Do you see how this product will benefit your organization?" he or she is using a trial commitment. A trial commitment is a question designed to determine a prospect's reaction without forcing the prospect to make a final yes or no buying decision.

Which of the following would most likely be a reason for a prospect to raise objections?

Which of the following would most likely be a reason for a prospect to raise objections? The prospect lacks information.

Which type of sales resistance do sales people face most often?

According to the textbook, salespeople face which type of sales resistance most often? Her customers consistently bring up need objections and she is rarely able to overcome them.

When selling to groups salespeople should?

When selling to groups, salespeople need to: arrive before the buying group arrives and greet individuals personally. Janine, a salesperson at Corcor Inc., is presenting a sales dialogue for a group of prospective buyers. During the presentation, one of the buyers comes up with an objection.

Why do buyers raise objection?

The best sales training programs instruct sales managers that most objections are caused by one of the following: The customer does not believe your solution provides enough value. The customer is reluctant to make a change. The customer has a need that doesn't align with your solution.

What are the five buying decisions on which common objections are based?

List the five buying decisions on which common objections are based. Need, product, source, price, and time.

What is buyer resistance?

Thus, the phrases, “Answering the Potential Customers' Concerns or “Negotiating Buyer Resistance” connotes the right for the customer to: [a] resist if the product does not satisfy their needs and/or [b] to ask questions for clarification if the customer doesn't fully understand your presentation.Apr 6, 2000

How do buyers deal with resistance?

15 STRATEGIES FOR DEALING WITH RESISTANCEDo something! ... Change your tactics. ... Back up and clarify. ... Bypass the objection. ... Convince your customer that they are improving their current arrangements. ... Rely on your sales instinct. ... Pre-empt their objection. ... Acknowledge that they can get a product or service cheaper elsewhere.More items...•Sep 29, 2011

What is sales resistance example?

Sales ResistanceCustomer wasn't listening when the salesperson covered a point.Customer is unfamiliar with the product but does not want to admit it.Customer does not believe the salesperson.Customer can't afford the price but won't say so.Customer never intended to buy and was shopping for information.

When presenting to a group of buyers which of the following tactics should be avoided by salespeople?

​The salesperson should avoid scrolling through the presentation and reading it to the group. While examples may be hypothetical, anecdotes are not. The use of electronic materials, such as multimedia presentations, should be avoided during presentations because they tend to be very distracting.

Which of the following does a salesperson need to do in order to produce understandable sales dialogue?

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue? He or she should use verbal support elements during the presentation.

How many products should a salesperson show a customer at one time?

To avoid overwhelming your customer, show no more than three products at a time. Avoid unclear words such as nice, pretty, and fine. When selling products to retail customers, you should use layman's terms.

It provides a temptation to students who are looking for exam answers and want to cheat in class. You also can’t track who is using Course Hero. Often, notes are posted anonymously, so the individual who posted them cannot be tracked down.

Is Course Hero free?

Course Hero isn’t really free. While you can create an account for no cost, you can’t view anything until you pay in one of two ways: By posting materials [40 documents = 1 month free] By paying a monthly, 6 month, or yearly fee.

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A characteristic or quality of a product is referred to as a[n]_____.​

The use of electronic materials,such as multimedia presentations,should be avoided during presentations because they tend to be very distracting.

Sales aids like multimedia presentations,videos,and product demonstrations can increase a buyer's participation and involvement.

A sales presentation takes place prior to uncovering the buyer's needs.

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Layla is a salesperson at Mandrin Corp.and is preparing to make a sales call.She should use a check-back after she:​

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Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue?​

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Check-backs should be used after handling an objection.

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It is to the salesperson's disadvantage if disagreements can be handled during the presentation.

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April,a salesperson,is preparing to present her company's new automatic air conditioner to a buying group.She says,"If the temperature of a room gets too cold or too warm,the air conditioner will automatically adjust its settings and bring the temperature back to the desired state." In this scenario,April has used a[n]_____ to support her presentation.​

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Steve,a salesperson at Cann Computer Corp.,confirms that his prospective customer needs 50 new computers that offer high-quality graphics.During his sales presentation,Steve should:​

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"Does that answer your concern?" is an example of a response check.

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Voice characteristics are relatively unimportant to verbal communication.

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A key to effective sales dialogue is to limit the involvement of the buyer.

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Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.

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Henry,a salesperson,calls a prospective buyer in an attempt to sell his company's new air conditioner.The buyer indicates that,for him,the most important benefit of the air conditioner should be that it consumes less electricity.That benefit is referred to as a[n]_____.​

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When selling to groups,it is essential to make all members of the group feel that their opinions are valuable.

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Product benefits become confirmed benefits only when the buyer indicates they are of interest.

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Hailey,a salesperson,is presenting a sales dialogue to the buyers from Harter Tech,who want to buy a new range of copiers from Hailey's company.Hailey has found that some of the added features of the product are valued by the buyers.In this scenario,Hailey has identified the _____ of the copier.​

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Response checks and check-backs are most commonly used:​

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While examples may be hypothetical,anecdotes are not.

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