MKT 504 Study Guide - Final Guide: Sales
24 Mar 2019
School
Department
Course
Professor
Document Summary
Summary: summarizing solutions to confirm benefits (not features: direct, t-account. Feel-felt-found: salesperson relates that others actually found their initial opinions to be unfounded: coming-to-that: salesperson tells the buyer that he or she will be covering the objection later in his or her presentation. Commitment: often referred to as closing, gaining commitment is the culmination of the selling process. It refers to the prospect"s willingness to make a purchase from the salesperson. The price is lower than i thought it would be. : ask trial commitment questions. What do you think about what we"ve discussed? . Do you see how this will help your organization: resolve red-light statements made by the prospect. The price is higher than i thought it would be. Your delivery schedule does not work for us. I don"t see the advantage of going with your proposal.
