MKT 504 Lecture 7: MKT504 - Week 7 - Chapter 8 (1)

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

Sales resistance (objections): anything the buyer says or does that slows down or stops the buying process. The prospect wants to avoid the sales interview. The salesperson has failed to prospect and qualify properly. Need objection: buyer has recently purchased or does not see a need for the product category: i am not interested at this time. Product or service objection: resistance to a product/service in which a buyer does not like the way the product/service looks or feels. Company or source objection: buyer is not familiar with the product"s company or is happy with his or her current supplier. Price objection: price is too high for the buyer. Time objection: buyer puts off the decision until a later date. Listen salespeople should listen to what their buyers are saying. Acknowledge salespeople should acknowledge they"ve received the message and that they appreciate/understand their buyers" concerns. Assess ask assessment questions to gain better understanding of buyers.