Chapter 8 Marketing 3410
sales resistance - correct answer buyers objections to a product or service during a
sales presentation
reasons why prospects raise objections - correct answer 1. prospect wants to avoid
the sales interview
2. prospect has failed to prospect and qualify properly
3. objecting is a matter of custom
4. prospect resists change
5. prospect fails to recognize a need
6. prospect lacks information
buyer wants to avoid sales interview - correct answer strategy: set appt to become
part of buyers daily routine
salesperson has failed to prospect and qualify properly - correct answer strategy:
ask questions to verify prospects interest
buyers will not buy on the first sales call - correct answer strategy: regular call on
the prospect lets the prospect know the salesperson is serious about the
relationship
prospect does not want to change the current way of doing business - correct
answer strategy: salesperson must help the prospect understand there is a better
solution that the one the prospect is currently using
prospect has failed to recognize a need - correct answer strategy: salesperson must
show evidence that sparks the prospects interest
