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.During the sales presentation, the CEO announced, "I think the prices for your individual hampers are too high." Austin replied, "Give me a minute and I'll show you how spending a relatively small amount of money can really impress your customers." Austin:
A. postponed the handling of the objection.
B. used the showmanship method of dealing with objections.
C. ignored the objection.
D. used empathetic denial to handle the objection.
E. avoided the use of forestalling.
Answer: A
You might also like to view...
The first step in selecting an advertising agency is to:
A) set goals B) screen an initial list of applicants C) request client references D) select the process to be used and the criteria for selection
_______ generates 75 percent of its electrical energy by nuclear power.
Fill in the blank(s) with the appropriate word(s).
Discuss and exemplify how audiences for your presentations can be different.
What will be an ideal response?
Which of the following is correct regarding the final prospectus?
A) It must be delivered to all purchasers prior to or at the time of sale or delivery of the security to the investor. B) It must be delivered at the time of sale or delivery of the security only if the issuer has not already provided a preliminary prospectus. C) It must be available before tombstone ads can be placed. D) It must be provided to each potential purchaser before an offer can be made to that purchaser. E) It is filed before the waiting period can begin.