Describe postponing an objection-forestalling an objection

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Questions:

1. Are there any retail situations for which return on space is not a big deal? How about situations where the return on space would be extremely important?

2. Describe the differences between postponing an objection and forestalling an objection. Then provide a clear example of appropriate postponing for the objection: "This iPad is way too expensive. I can buy Google tablets much cheaper than buying your iPad!"

3. "The ABCs of closing is 'Always Be Closing.'" Another version is "Close early-close often." What is your reaction to this time-honored statement?

4. Suppose you're a salesperson with a local milk producer and you're negotiating with a regional grocer over the number of deliveries you will make to their stores in a given week. Your maximum is six times a week, your opening is three times a week, and your target is five times a week. After negotiating for some time, the grocer states, "Look, we're not willing to accept anything less than 14 times a week." What do you do now?

Reference no: EM133946397

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