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: