Question: Q.2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or objection. You need

Q.2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or objection. You need to determine why the prospect is stalling by asking some questions. Give at least two examples of such questions. (b) How does the professional salesperson handle a source objection? (c) Describe why should salespeople welcome sales objections? (d) What are the three basic reasons why salespeople find it difficult to close the sale? (e) What should the salesperson do if he or she is unable to close the sale

Step by Step Solution

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock blur-text-image

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Students Have Also Explored These Related General Management Questions!

Q.1 What elements are included in a salesperson's presentation mix? (b) Don sells household appliances. He builds his sales presentations around a major premise like the savings a walk-in...

try to solve it as soon as possible Short Answers [10 Marks) Q.2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or...

Short Answers [10 Marks] Q-2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or objection. You need to determine why...

Answer these full short questions as soon as possible in simple words Short Answers [10 Marks] Q.2 (a) While making a presentation to your prospects you often are trying to understand the reasons...

2 (a) While making a presentation to your prospects you often are trying to understand the reasons behind the prospect's resistance or objection. You need to determine why the prospect is stalling by...

this is one question. just a very long question. thank you for your help in advance. Jestion Completion Status: Tviatch the word with TS Cerimon A. V V new-task buy persuasive presentation...

Match the word with its definition new-task buy persuasive presentation negotiation physiological needs need discovery buying center customer relationship management (CRM) approach survey questions...

Chapter Summary Sales objections indicate a prospect's opposition or resistance to the information or request of the salesperson. The four steps for effectively handling objections are to (1)...

Which of the following methods is the strongest for gaining entry to a prospect? Select an answer and submit. For keyboard navigation, use the up/down arrow keys to select an answer. a A salesperson...

1. Of the following production functions, which exhibit increasing, constant, or decreasing returns to scale? a. F (K, L) = K2 L b. F (K, L) = 10K + 5L c. F (K, L) = (KL) 0.5

your business is expanding. describe how General Motors Company could expand by working in new geographies to improve your overall business operations/performance. Will you add low-cost suppliers...

Which of the following statements best describes the tax benefits that arise from the sale of $ 1 2 4 4 stock? Multiple Choice 5 1 2 4 4 allows an individual shareholder to exempt gain from sale of...

As the manager of Smith Construction, you need to make a decision on the number of homes to build in a new residential area where you are the only builder. Unfortunately, you must build the homes...