8:377 docs.google.com Part-1. Concept Check Question-1 [10 Marks] Please answer following questions very briefly in few words. Q.1 (a) The dell owner asked the salesperson for Zero Zone merchandise display cabinets to come back next week. The owner daimed to be too busy to make a decision this week. At that point the Zero Zone salesperson asked the dell owner to predict the likelihood that he would buy next week. What type of a close was the Zero Zone salesperson using? (b) A very effective technique to achieve harmony with your prospect, you empathize with them by agreeing with their objection, legitimize the objection by telling your prospect that other people actually thought the same thing, then solve the issue by explaining to your prospect that the others realized their concerns were unfounded (c) "Thank you, Ms. Kwan for the camera order. By the way, were you aware that we offer first time purchasers like yourself a 40% discount on film ordered with the camera?". This is an example of what kind of selling? (d) During her presentation, Jane asked John, "How do you like our 24. hour technical support line? This statement is an example of what kind of close? (e) While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than the competitions. You had not even planned to discuss the golf cart's weight. What should you do about this objection? Concept Check Question-2 [10 Marks) Please answer following questions very briefly in few words. Q.2 (a) Which is the worst type of objection that salespeople face? (b) The Interface carpet salesperson knew his prospect would be skeptical about whether a carpet made from com could be as soft and pliable as a carpet made from nylon, so he brought both types of carpet to the sale and let the buyer examine them closely. What was the carpet salesperson doing when he invited the buyer to look at the carpet before actually beginning his sales presentation? (c) Carmen is making a PowerPoint presentation when a prospect interrupts her with an objection that Carmen has already anticipated and will address in a subsequent slide. What strategy can Carmen use to address the objection? (d) Imagine that you sell thermometers for infants. You simply place the tip of the thermometer in the infant's ear and the digital readout is easy to read in less than thirty Seconds. What is a benefit and what is a feature of this thermometer? (e) What should salespeople do to make a good first impression? (f) Martin is planning his first sales call on F&S Industries. He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling. What's wrong with this idea? (9) Discuss the following statement: 'A satisfied customer is a salesperson's most profitable resource