case 11-1 only!

case 11-1 only! Do the case 11-1 and answer the question, e. 1-taxing the buyer ask a question or gix e an objection. J. A response using another objection—handling technique. g.Atrial (lose to see xx liether ou successfully handled the ohjection. J. Asking br the order again using an unused closing technique. l)ont he push. I se a calm, laid—hack. triendlx cons ersational style, I. Rupeating tIte clnse—t)l)jcct ion—cIt se—ohjection sequence if appr( pri.ite. S. lo nuplete SALE 8. xx rite tip the ,tbox e parts ti—i in a script format. R de—pla this dialogue until it snunds natural to ou, Ihis ma require replacing the used techniques xx ith ilew ones. Once the tuanusc ript is finali,ed. input ii. and ttun it in to our instruUor. II CASE 11—1 ‘l’he Grooming Store, a large chain of personal—care retail stores, has mailed you an inquiry on personal care items. They want to knoxx about our elec tric shax ers, moustache trimmers, and hair groom ing kits. On arrival, you make a presentation to the purchasing agent, Christina Mercuri. You state that ou have visited several of their stores. You discuss your i’vol ing retail display, which con tains an assortilent of the three items Mercuri had mentioned in tier inquir. and relate the dis play’s advantages and features to benefits for The Grooming Store. 1)uring your presentation Mercuri has listened hut has said little and has not gix en you any lxiv ing signals. Howex er, it appears she is interested. She did not object to our price, nor did she raise any other objections. I/CASE 11-2 Central Hardwa Sppiy Sam Gillespie. owner of Central Hardware Supply. was referred to you b a mutual friend. Gillespie was thinking of dropping two of his product sup pliers of home—building supplies. “The sale should be guaranteed. your friend had stated. our friend’s information was correct, and your prc’scntation to Gillespie conx jnces ou that he will benefit trom hu ing from x ou. I Ic tom— nients as von conclude the presentation “I ooks like you r product will sok e our problem. I’d like to think this Over. Itoss cx cc. Could you call me tonl()rrow or the next da ?“ ‘iou approach the end of the preselltalloll and it is time to close. You hay e said cx er thing on can think of What is the best way to ask Mercuri for the order? a. “How do you like our products, Ms MercurP” b. “What assortment do you prefer, the A or B assortment?” c. “Can we go ahead with the order?” d. “If you’ll just OK this order form, Ms. Mercuri, we’ll have each of your stores receive a display within two weeks.” 2. Discuss the remaining alternatives from Question 1, ranking them from good to bad, and state what would likely happen f a salesperson responoed in that manner. Questions 1. The best way to handle this is to a. Follow his suggestion. b. Ignore his request and try a second close. c. Probe furiher, You might ask: ‘The tact mat you have to think this over suggests that I haven’t convincnd you. Is there something I’ve omitted or failed to satisfy you with?” 2. What would be your second and tnird hoices Why Questions 1. 360 PART 3: The Relationship Selling Process I! PLACE THIS ORDER OR A SIMILAR ORDER WITH US TODAY AND GET AN AMAZING DISCOUNT