#1 what would you recommend Brenda do to handle the challenges she faces? **Handling Sales Resistance**Brenda just returned from a two-week training session focused on how to handle sales resistance and how to earn a commitment. To learn about a prospect's needs, she must use assessment questions to allow the buyer to describe their problems. Her challenge has been waiting too long for the buyer to describe their problems. Brenda knows she has great products and services, but she has not been able to make her case effectively to her prospects.The objection she hears most often is, "I've never heard of your company." Recently, she heard the following objections in just one morning:- "I'm not sure I am ready to buy at this time. I need to think it over."- "Your company is pretty new; how do I know you'll be around to take care of me in the future?"- "Your price is a little higher than I thought. It would be easier if it were more in line with the market."- "Your company was recently in the news. Are you having problems?"- "I think your company is too small to meet our needs."Brenda hears most of these objections right after she attempts asking her prospects for the order.Brenda is sitting at her desk trying to figure out what to do next as she is not exactly sure how to proceed. She is now getting a little gun-shy about trying to earn a commitment.**Questions**1. What would you recommend Brenda do to handle the challenges she faces?2. Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving.3. Use the LAARC process to develop the suggested dialogue Brenda can use to address one of the major forms of resistance she is receiving.4. Besides asking for the order, what can Brenda do to build credibility so that she can better handle sales resistance when she asks for the order? **Handling Sales Resistance**Brenda recently returned from a two-week training session focused on handling sales resistance and earning commitment. During the training, she became familiar with the ADAPT questioning system, which involves asking assessment questions to allow buyers to describe their present situation. She also developed discovery questions to identify the buyer's pain and problems. However, Brenda faces challenges in using this information effectively. She encounters many objections when presenting product features and benefits, despite knowing that her offerings are excellent. The objection Brenda most frequently hears is: “I’ve never heard of your company, how long have you been in business?” She also received the following objections in a single morning:- “I’m not sure I am ready to buy at this time, I’ll need to think it over.”- “Your company is pretty new; how do I know you’ll be around to take care of me in the future?”- “Your price is a little higher than I thought it would be.”- “Your company was recently in the news. Are you having problems?”- “I think your company is too small to meet our needs.”Brenda hears most of these objections after attempting to earn a commitment from prospects. She has become hesitant to ask for orders and is unsure how to proceed further.**Questions**1. What would you recommend Brenda do to handle the challenges she faces?2. How can Brenda better communicate the value of her products and services? Develop a plan for Brenda to address common objections.

Customers are the king of the market. They rule the market. Consumers have a perception of products or services in the market and based on the same they judge the item. A reasonable consumer is a consumer who measures the output of the product or service. This is done based on the input provided such as money value and other related service quality and tends a provide feedback based on the same. The problems that Brenda is currently facing are that the customers are less aware about the brand and she also wants to know the perception of the customers for the brand. For this, the measures that Brenda can take to overcame the challenges she is currently facing in the company can be: Brenda should attempt to increase the market presence of her company so that the customers recognize the brand. She can do this by promoting the company on the social media platforms which a a great source to increase brand awareness. Brenda should also try to get the perception of the customers on a frequent basis and know how much the customers are satisfied from the company's offering. She can do this by conducting market research on frequent intervals. Brenda should also try to know how the product of her company is different or better or not better from the products that are being bought by many other customers. This is called a comparative analysis and will help her to identify any changes that are required to be made in the product.

Answered: what would you recommend Brenda do to…

Business

Marketing

what would you recommend Brenda do to handle the challenges she faces?

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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