Identify any objection-handling methods used

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Reference no: EM134033005

Question

Once again you will give your presentation to the same buyer (SSI, FinTech, and Granite) that you did after Chapters 9 and 10 (if you did not do role plays after those chapters, review that material now). This time you will need a presentation, first summarizing the needs and going all the way to asking for the sale. You will have an opportunity to work on presentation, objection handling, and closing skills.

If two people are involved in the sale (a seller and a buyer) while a third observes, the observer should do the following:

Identify any objection-handling methods used.

Determine whether the seller is focused on benefits or only features.

Note when trial closes are used.

Identify the closing method used.

Reference no: EM134033005

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