The Objection Of An Objection

P1 – Explain the key roles and responsibilities of the marketing function in your chosen organisation.

j.Explain and justify which of these your business may use when marketing their product or service (one of the businesses products/services you have explained within task d).

The difficulty with this particular sales scenario is that there is no real objection from the potential customer; therefore, he does not see a need to make a real change at this time. Nevertheless, the prospective purchaser did make mention of delivery hours assuming he could maneuver through the delivery obstacle, it is possible to consider the customer was leaving the door open for Ron to ask more questions. In such a selling situation where the likely buyer may not even be aware of an existing problem, it would be wise for Ron to utilize the “spin strategy” approach. By asking a series of qualifying questions, the customer’s answers may offer crucial information that Ron can use to detect the prospective buyer's needs. In doing so, the client may very well identify a problem. Ron should continue asking questions that will help the customer see the full effect of the issue to be resolved

What is the purpose of the open ended question? Formulate three open ended questions that might be used to sell the product/service in your sales plan. (Chapter 10)

Recollect that they are your qualities and might be very diverse to the qualities held by your customers.

This section will focus on customers’ needs, identifying collaborators and their strategic goals and identifying the competition that provides similar products.

B) If the customer is unsure about some product or service that you sell and you do not have much knowledge on it then you can say that you have a specialist on this area or product or service and you will get them to contact the customer as soon as possible with more detail.

As a market oriented organisation, we must start by asking-what is the nature of our customer? Such as:

1. Mr. Murphy needs to request a meeting constantly with all in the company such

3b. The person that is do the pitch should put build a good rapport and put the customer at ease because this will should that you are inserted in the customers wants and needs. Also what the requirement that might be place for the order. Question to ask…

List all the activities needed to be completed in relation to this meeting and list them in order of importance. Make sure that you determine the purpose of the meeting, and amount of time that you are giving to serve the customer. Below is a table for you of my notes and extra details that you might need to consider

b.     Which approach do you favor from (1) a customer’s perspective and (2) management’s perspective? Explain.

3. What needs does the bank president have. Did the salesperson appear to have a FAB plan? Did he present FAB’s to the Bank President’s needs? Create a FAB plan suitable for a presentation to the Bank president.

A company's main question in relation to selling their products or services use do be:

In some cases, the sales representative will have to overcome objections by the customer. Many customers have questions and concerns at this point of the sales process. If the sales representative can answer the questions and overcome any objections successfully, the barriers for a successful sale will be removed. Objections are often indications of interest by the prospect and should not be viewed with misgiving by salespeople. The prospect is in fact requesting additional information to help him to justify a decision to buy. The prospect may not be fully convinced and the issues raised are thus