Chapter 8 marketing 3410 - Study guides, Class notes & Summaries

Chapter 8 Marketing 3410sales 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...