Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in
a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call.As soon as Austin responds to an objection from the Diamonite CEO, Austin should:
A. ask for a referral.
B. conduct an approach.
C. discuss a visual aid.
D. restart the presentation.
E. use a trial close.
Answer: E
You might also like to view...
Customer checks received at the client company should be restrictively endorsed within one week of receipt in the mail
a. True b. False Indicate whether the statement is true or false
The output of the detailed design phase of the Systems Development Life Cycle (SDLC) is a
a. fully documented system report b. systems selection report c. detailed design report d. systems analysis report
Under which circumstance should change agents choose more approximate measures and focus on vision rather than using explicit goal-focused measures?
a. When complexity and ambiguity are high b. When time to completion is short c. When complexity and ambiguity are low d. When sanctions and rewards must be used
Identification of the subject matter and quantity would be an implied term
Indicate whether the statement is true or false