After reading chapter 6 of the text, discuss the process used to overcome objections. This upcoming Tuesday will be the 3rd meeting the sales team from La Carva Luxury Bathtubs will be having with a prospect regarding bathtubs she would like to purchase. The sales team conducted a presentation five months ago to a group of prospects, which this prospect attended. While the prospect expresses great interest in the product, at the previous meetings she seems to have additional concerns regarding the bathtubs and was not able to come to a decision to make a purchase. This issue is becoming overwhelming, and the sales team intends to address this matter once and for all. Based on the techniques discussed in the chapter, which specific technique do you believe will effectively address the prospect's objections? Explain. Please be mindful to use relevant personal selling concepts to support the claim. Use Professional Selling by Sam Hunt as a reference

After reading chapter 6 of the text, discuss the process used to overcome objections. This upcoming Tuesday will be the 3rd meeting the sales team from La Carva Luxury Bathtubs will be having with a prospect regarding bathtubs she would like to purchase. The sales team conducted a presentation five months ago to a group of prospects, which this prospect attended. While the prospect expresses great interest in the product, at the previous meetings she seems to have additional concerns regarding the bathtubs and was not able to come to a decision to make a purchase. This issue is becoming overwhelming, and the sales team intends to address this matter once and for all. Based on the techniques discussed in the chapter, which specific technique do you believe will effectively address the prospect's objections? Explain. Please be mindful to use relevant personal selling concepts to support the claim. Use Professional Selling by Sam Hunt as a reference

Related questions

Q: How would you create a sales training process using the six interrelated steps; assess training…

A: The sales training process aims at improving seller skills, and knowledge to drive seller behavioral…

Q: Penny Farthing Penny Farthing, a leading manufacture of full metal and coil wire zippers, has been…

A: The indifference point is the point where the profit of the two alternatives is the same. The volume…

Q: Please design an example promotional plan for a television program by taking into account the…

A: Ans. A promotional plan is very important in marketing as it talks about making the people or target…

Q: that up dios often release tantalizing teaser for a movie to start the conversation among consumers…

A: Introduction: The AIDA model works as a sales promotion funnel, through which an organization…

Q: A company that produces and distributes organic vegetables for grocery stores wants to market its…

A: In the competitive landscape of today's markets, effective marketing is essential for businesses to…

Q: McDonald's has a new pulled pork sandwich and it is releasing it in selected cities before going to…

A: Product refers to the anything that the marketer want to sale to its consumers. Marketing mix…

Q: You are a supervisor in the marketing department. One of your employees works in an Assistant…

A: Fair Labour Standards Act is a federal law that protects the workers from unfair wages or pays…

Q: Separate concerns is a term that should be defined in the context of e-commerc

A: Separation concerns is a planning guideline for isolating a PC program into unmistakable segments.…

Q: Jon’s Pizza Inc. just completed their launch advertising campaign for their new pizza toppings. They…

A: Target Population (P) = 200,000 Impressions (I) = 20,000

Q: Which of the following descriptions best defines the term "appraisal"? A) An analysis of a…

A: The objective of the question is to identify the correct definition of the term 'appraisal' in the…

Q: The Westchester Chamber of Commerce periodically sponsors public service seminars and programs.…

A: Assume decision variables as follows:

Q: he use of naming rights as a marketing communications tool goes back over half a century, when…

A: Management specifically, the art of doing things by others every organization has its management for…

Q: After viewing Red Cross ads about giving blood, Amanda donated a pint of blood at the local Red…

A: The process of exchanging or trading goods or services among two or more people is known as…

Q: All sales returns are approved by the vice president of sales. Which management assertions apply to…

A: A vice president of the sales department in Organisation made a sales team or the division in…

Q: How would you try to fix this situation? What would you try to do to make the customer happy? Write…

A: I would try to fix this situation in the following ways-

Q: At December 31, the Wendy Company has ending inventory with a historical cost of $633,000 valued…

A: The first adjusting entry eliminates the opening balance of the inventory account by crediting…

Q: A television advertisement for General Mills’ Total cereal made the following claim: “It would take…

A: Ethical concerns are becoming very significant issues in the marketing industry. This is because of…

Q: Please use the PEST-C format for describing the marketplace. Each of the 5 marketing environments…

A: Business environment is the aspect that deals with the study of the factors or components that…

Q: Develop a six-month Merchandise Promotion Plan Week2 This term, you will develop a six-month…

A: A Merchandise Promotion Plan lays out strategies for increasing product visibility, engagement, and…

Question

Expert Solution

This question has been solved!

Explore an expertly crafted, step-by-step solution for a thorough understanding of key concepts.

This is a popular solution!

SEE SOLUTION Check out a sample Q&A here

Step 1: Introduction

VIEW

Step 2: Understanding the Importance of Overcoming Objections

VIEW

Solution

VIEW

Trending now

This is a popular solution!

Step by step

Solved in 3 steps

SEE SOLUTION Check out a sample Q&A here

Knowledge Booster

Learn more about

Need a deep-dive on the concept behind this application? Look no further. Learn more about this topic, business-law and related others by exploring similar questions and additional content below.

Similar questions

True of false Wherever a company does must always consider that they have products that compete with its products and services
Only type answer and give answer fast
Critically analyse the below proposal from the Financial Conduct Authority and critically evaluate the legal principles and regulations involved in preventing similar actions of greenwashing. < "FCA proposes new rules to tackle greenwashing Press Releases First published: 25/10/2022 < In a bid to clamp down on greenwashing, the Financial Conduct Authority (FCA) is proposing a package of new measures including investment product sustainability labels and restrictions on how terms like 'ESG', 'green' or 'sustainable' can be used. < The measures are among several potential new rules which will protect consumers and improve trust in sustainable investment products. The work forms part of the commitment made in the FCA's ESG Strategy and Business Plan to build trust and integrity in ESG-labelled instruments, products and the supporting ecosystem. < There has been growth in the number of investment products marketed as 'green' or making wider sustainability claims. Exaggerated, misleading or…
During an external information search, a consumer is most likely to enlarge his search and consider more alternative brands when: Question 21 options: a) the perceived risk of the product or service to be purchased increases. b) the consumer is confident of making a purchase decision with the information at hand. c) the consumer is knowledgeable and well informed about a potential purchase. d) the product or service to be bought is a frequently purchased, low-cost item.
What is the definition of a brand name? A) A brand is an identifying mark for products or services. B) a description of a product used to identify it to customs officials C) a package of legal rights protecting a company's interest in a product’s name or logo D)the official legal designation of a product's manufacturer or producer
As the Vice President of Rochester Preferred Travel, you are upset with Premier Promos. Premier is a catalog company that provides imprinted promotional products for companies. Your travel service was looking for something special to offer in promoting its cruise ship travel packages. Premier offered free samples of its promotional merchandise, under its "No Surprise" policy. You asked yourself, "What can we lose?" and on January 11, you placed a telephone order for a number of samples. These included: • An insulated lunch sack • A portable power strip in a zippered case • A square-ended barrel bag with fanny pack . A deluxe canvas attaché case • Two colors of garment-dyed sweatshirts All items were supposed to be free. But it seemed odd to you when they asked for your company's credit card number. This was because Premier had promised to bill you only if you decided to keep these sample items. When the items arrived, you were not pleased. You returned them all on January 21. You have…
11
As the vice president of sales for Dunder Mifflin, Inc., a company that manufactures and sells paper to commercial offices, it has come to your attention that there has been an increase in the number of customer complaints concerning your Scranton branch's service representatives. Of particular importance is the number of complaints that involve claims in excess of thousands of dollars. Because these large dollar amounts can lead to lawsuits being filed, you want to investigate what is causing the increase in complaints and how Dunder Mifflin can process these complaints to avoid burdensome litigation. What steps should you take to discover, in the most accurate and efficient manner, the reasons customers are filing complaints? What is the distinction between mediation and arbitration? Should Dunder Mifflin's sales contracts include a clause that requires the parties to attempt resolution of the dispute by mediation? By arbitration? By some other mechanisms? If Dunder Mifflin's sales…
Kenyi is a recent college grad. His friends always ask for his advice first when buying new products, particularly technology products. When Kenyi recommends a product, the news spreads rapidly by word of mouth. Kenyi is most likely
Statement 1: Labelling have descriptions which makes more meaning to the products which are packaged Statement 2: as labelling protects the products and holds the content Group of answer choices Statement 1 is correct and Statement 2 is incorrect Statement 2 is correct and Statement 1 is incorrect Both Statement 1 and Statement 2 are incorrect Both Statement 1 and Statement 2 are correct
You review a report of an A/B study that lasted 5 days. This study involved two versions of a company's e-commerce website: Version A was the current, released version of the website. Version B was a new version that used a different color scheme and some different button labels. On each day of the study, all visitors between 6:00am – 5:59pm (Eastern time) were routed to Version A of the website and all visitors between 6:00pm - 5:59am (Eastern time) were routed to Version B of the website. The results of the study indicated that visitors to Version B purchased significantly more products than visitors to Version A. The report concluded that the design of Version B was responsible for the increase in purchases and recommended that the company should switch to Version B. Two-part question: 1. Based on just the information presented above, describe one alternative explanation for why Version B may have resulted in more purchases than Version A (i.e., a difference other than the…
Assume you are in an organization that is experiencing difficulty competing with others within a particular industry as a result of the entry of several new competitors into the market. You have been tasked by the organization's leadership with developing a creative marketing solution. Utilize deductive arguments to support the proposed solution. The response should include one of the following: hypothetical syllogism, categorical syllogism, argument by elimination, an argument based on mathematics, or argument from the definition.