delta hotel toronto airport REVISITING FABs, OBJECTIONS AND OBJECTION HANDLING (14 marks) - Due Week 11
Question:
delta hotel toronto airport
REVISITING FABs, OBJECTIONS AND OBJECTION HANDLING (14 marks) - Due Week 11
Using probing questions from PART 3, select TWO (2) FABs from PART 2 and explain how they will meet the need of the client. (4 marks - no mark for FAB selection and 2 marks per explanation - 100 to 125 words per explanation)
FAB #1)
|
Explanation:
|
FAB #2)
|
Explanation:
|
Develop two objections that your client may have during this sales call. State what exactly the clients would say during these objections. Using the concepts from Connect, state what type of objection it is. (6 marks - 2 marks per objection and 1 mark for correctly stating the type of objection - 50 to 75 words per explanation)
Objection #1)
|
Type of Objection:
|
Objection #2)
|
Type of Objection:
|
Using the objections developed above, explain how you would overcome these objections. Use techniques discussed in Connect for justification. (4 marks - 2 marks per explanation - 100 to 125 words per explanation)
Explanation for Objection #1:
|
Explanation for Objection #2: |
Management Accounting Information for Decision-Making and Strategy Execution
ISBN: 978-0137024971
6th Edition
Authors: Anthony A. Atkinson, Robert S. Kaplan, Ella Mae Matsumura, S. Mark Young