Online-ClassAssignment31.docx

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    MAR 4400 Personal Selling

    On Line Assignment #3

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    INSTRUCTIONS:

    One very important role of Sales people is to be able to anticipate and negotiate buyer’s concerns and to be able to earn commitment from the buyer – Close the Deal!

    2.- In your opinion, is one type of sales resistance (e.g. specific need or the price) more difficult to handle than another (e.g. source, product, delivery time)?

    As you type your answer, box will expand

    3.- Are there ever going to be situations where the sales person can’t overcome sales resistance? What should the Sales person do in such situation?

    As you type your answer, box will expand

    4.- Why should sales people have many closing techniques ready to use during a sales call? Please explain.

    As you type your answer, box will expand

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