a buyer who says "your company is too small to meet my needs" is expressing a _____. course hero

What are the problems with Course Hero?

A buyer who says “We have a better offer from your competitor” is likely expressing which type of objection? a. price b. product c. source d. need ANS: A PTS: 1 DIF: Easy REF: p. 190-191

How does Course Hero work?

Feb 25, 2019 · A buyer who says “Your company is too small to meet my needs” is expressing which type of objection? a. price b. time c. source d. need ANS: C PTS: 1 …

Is Course Hero a social learning network?

A buyer expressing concern about the product's ability to function properly is raising which type of objection? ... A buyer who says "your company is too small to meet my needs", which objection? source ... nonverbals developed over course of evolution. Neuro-linguistic. combines cognitive theory, split-brain processing, sensory perception. ...

When a salesperson asks the buyer Do you see how this product will benefit your organization he or she is using a N _____?

Correct. When a salesperson asks a buyer "Do you see how this product will benefit your organization?" he or she is using a trial commitment. A trial commitment is a question designed to determine a prospect's reaction without forcing the prospect to make a final yes or no buying decision.

Which of the following would most likely be a reason for a prospect to raise objections?

Which of the following would most likely be a reason for a prospect to raise objections? The prospect lacks information.

Which type of sales resistance do sales people face most often?

According to the textbook, salespeople face which type of sales resistance most often? Her customers consistently bring up need objections and she is rarely able to overcome them.

When selling to groups salespeople should?

When selling to groups, salespeople need to: arrive before the buying group arrives and greet individuals personally. Janine, a salesperson at Corcor Inc., is presenting a sales dialogue for a group of prospective buyers. During the presentation, one of the buyers comes up with an objection.

Why do buyers raise objection?

The best sales training programs instruct sales managers that most objections are caused by one of the following: The customer does not believe your solution provides enough value. The customer is reluctant to make a change. The customer has a need that doesn't align with your solution.

What are the five buying decisions on which common objections are based?

List the five buying decisions on which common objections are based. Need, product, source, price, and time.

What is buyer resistance?

Thus, the phrases, “Answering the Potential Customers' Concerns or “Negotiating Buyer Resistance” connotes the right for the customer to: (a) resist if the product does not satisfy their needs and/or (b) to ask questions for clarification if the customer doesn't fully understand your presentation.Apr 6, 2000

How do buyers deal with resistance?

15 STRATEGIES FOR DEALING WITH RESISTANCEDo something! ... Change your tactics. ... Back up and clarify. ... Bypass the objection. ... Convince your customer that they are improving their current arrangements. ... Rely on your sales instinct. ... Pre-empt their objection. ... Acknowledge that they can get a product or service cheaper elsewhere.More items...•Sep 29, 2011

What is sales resistance example?

Sales ResistanceCustomer wasn't listening when the salesperson covered a point.Customer is unfamiliar with the product but does not want to admit it.Customer does not believe the salesperson.Customer can't afford the price but won't say so.Customer never intended to buy and was shopping for information.

When presenting to a group of buyers which of the following tactics should be avoided by salespeople?

​The salesperson should avoid scrolling through the presentation and reading it to the group. While examples may be hypothetical, anecdotes are not. The use of electronic materials, such as multimedia presentations, should be avoided during presentations because they tend to be very distracting.

Which of the following does a salesperson need to do in order to produce understandable sales dialogue?

Which of the following does a salesperson need to do in order to produce an interesting and understandable sales dialogue? He or she should use verbal support elements during the presentation.

How many products should a salesperson show a customer at one time?

To avoid overwhelming your customer, show no more than three products at a time. Avoid unclear words such as nice, pretty, and fine. When selling products to retail customers, you should use layman's terms.

Can you track who is using Course Hero?

It provides a temptation to students who are looking for exam answers and want to cheat in class. You also can’t track who is using Course Hero. Often, notes are posted anonymously, so the individual who posted them cannot be tracked down.

Is Course Hero free?

Course Hero isn’t really free. While you can create an account for no cost, you can’t view anything until you pay in one of two ways: By posting materials (40 documents = 1 month free) By paying a monthly, 6 month, or yearly fee.