asoom 9:47 AM Wed Apr 21 a docs.google.com You are the salesperson of a large soft drink manufacturer. You are calling on a purchasing agent to inform him about a new promotional offer and to ask for an order of 100 coses. When you enter the customer's place you realize that the customer is in a bad mood. How do you respond to this situation? Tell the agent about the offer but do not ask for the order Ask for a rescheduled appointment and call on him later, Attempt to close once but not again if the prospect refuses. Calmly get out of the scene to avoid conflicts. Present the offer and ask for the order as usual, Amanda sells office supplies and paper to large corporations, many of whom are current customers. What sales presentation method should Amanda most likely use? Need-satisfaction Memorized Barrier Persuasive selling Problem-solution The price value formula teaches the professional salesperson to:* smoke out stalling objections. meet a money objection by increasing the perceived value of a product. to handle objections in a specific order from hidden to price objections O equate price and cost to potential buyers. overcome objections as they arise A salesperson must sometimes deal with a prospect's objections to legitimate. negative consequences of making a purchase. Often, what salesperson will do is justify those negative consequences with several benefits, which they hope will outweigh the negatives in prospect's mind. This system of handling objections is called the compensation method. scales of justice technique Boomerang refraction method double indemnity technique As a salesperson you are trying to sell baby furniture to a daycare owner. You are in the midst of your presentation when one of your prospect's employees enters the room to talk about a sick child. After a 10-minute conversation, the employee leaves. The daycare owner turns to you and says. "Now what were we discussing?" You should O briefly restate the selling points in which the daycare owner was most interested continue with the rest of the presentation after some small talk. continue the presentation from where you stopped, offer to reschedule your appointment start your presentation from scratch Mandana sells veterinarian supplies. She has developed a close relationship with her customers, Which type of objection is Mandana LEAST likely to hear when she tries to get one of his veterinarian customers to try a new type of shampoo that eliminates problems with ticks and fleas? No need Money Source Stalling