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AAEC3200;S'08;T1

AAEC3200;S'08;T1 - AAEC-Ezflfl Selling in Agribusiness...

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Unformatted text preview: AAEC-Ezflfl. Selling in Agribusiness Spring zoos Mid+Term Exam. Perso Answer problems #1, #2, #3, and #4, each trained or 25 points so! co. #1 You are a brick salesperson and have done the prospecting. profiling. qualifying. call planning as-was discussed in class. You have determined that and pre— l am a prospect that has perceiyed yaiuo in owning a brick [one and only one brick. a single brick — no more than one}. However. during your probing and sales call presentation, I offer resistance with the question. "What can I do with your brick?" What type of resistance is my question? What is your _ response to my resistance? What are the best practices to handle resistance and objections? 34.3 £7. Hum Irlll I_ .1. _-l I: ¥I£J_II§-L~_ll' {-l ii if -:_, Ft-i'll (Ln a? 4%] :- i. I. y - 1fl - __ . 4mm“.— +I-L “flit!- bring; '11} abjfi-‘r'l‘iflfl: in; kit-edit ice-I}: +5 T--l-". '{ l-:-‘.r-«.-_«-.:-_.; Li I JFIEJ'I‘J Ila: 5”} 1.) :5“. 3'11 Fol No.” | n1rsI-"'J1”iylrlo | “I .4 I _ _‘ .' .. 2|" :;_=- 1" Fur-fat. so firlm'fLyj Frcw " ‘- A-flri. abjfat-qu 54. 3.3m. a“; Jihé. +£1hn1-JLLHJ“ ‘Fe its-”Jill: .r "I' J! _ :s. veii'aL ofjgcircn) in; 4"}??— Cfls—oear flail-I1 4L gases-Liar: sash; L." I Hearst ,eoo dotL JJrI'rtJZE £43 .f—i-HLH 1"!" ~95 {- (H geisha—5M a 1" _ I majnHJ' L: Elmira”? 15.15 'JHfifizf' 4L1£¢£IJI+3 ,"T E 4: 14,}th flillnréf rttfi' II}; )1 - {I'll .- 71 .1 r; L I: la 34:} ,1 fining , é' Jpll' '- i3:- ‘l’hfi Fri-é L, _' _ ‘ I, r. J: L) Wallftk ”(aid has MW ”i' __..--I" ~—---_—-- #2 If custcmers buy to solve problems and to satisfy perceived needs what prc-bin chniques and Waning activities does a successful I ,_,__SLI'§. needs and values? 35‘ ESFIErscI‘I utilize to idehtify cuetcmsr '7 I' I 2" IL SfiIE: EI-Miofi J_IFIIL[:E\ :11r'"5_r. GI T '_. 'ril. {.I_.I_-'--",'.I -- .. I. .L-' ii 'I P *1 W1 .- i' -"--"I‘ a .1 (“I {raw-“I’d . lace III; (”mg-Jam” ”Inch; +9 fLI-Iififi FIE-Iti- Mr" i-ra‘J,I_ Ian.“ {II-I44" r} h; 1 _I..-' I V f ' I'VE? It? If: Hiring rind. UrLIbLnLS .IIII'JIIIIL jalffif’U-I-DI’IIIIE. Jcflc L5 I1I-Imsr diff”: shmflfihfi’ SLIefIFJcn.mM .'--"" I“ .7 “I “““i . I 11' sim'Iw; iguana: II, mfiic :uIr Ir/shs MAHJImcI—l I-u-‘I'WI ”TIE Ctr—Z'Imf'lel" L-erfl 0" I“: IGOKIIZI III—fin TIE-Ii” II'LELIL‘IPH‘IM Mini: Ir: r_,:r-.r-«,i.-Im*- {LLELIIQVII figgnI/gj Is Maui- Isis-IL cIu'I Icfwm.:}\_ at. huge NILI II"; Eflsslcsr'm I5; I” £3126. "ICI'II—flfl III—i QLLJEIIdm tr’ _I::u:_ c .; L ”1:.— I-. .- .___ " m“ (”we — at when; Wat/s a so. / a LIA-H‘- Lfi'fi’ Lit Rafi diri'Jcr.1_£-.rf,:? *1...“th War-{L [in iL-tl EEK Whit .13 m" “tr-“('5' ({vr‘H—x LU} “M Li {Eaflfi‘fir H4“ #3 In spite cf an outstanding presentattcn, manyr satescecpie cann- - . - isaies “tel ; (fig? cail that culminated in the exchange at gccdsisewices for mcnflr. Does the afarernenticn-I ' exchange need tc occur to have had a cicse? What is a the! c - - . -,v|"" “reunite to use? idfinfiflt the five suggested techniqu‘es to finalize - ; sale. and when shculd each technique be used? hLUfi vhf-L bits-i- laiaje'ntc.{tlflfl ' (“it Aer-“J- We“! hem is: Lists .2: 'L. n Elk-E'- hr 19:41:43 QCIUI 1:331”? {-15:51ng A rift-t1.“ lilflif. malt ELM-L. "iii-i; Letterman —_ _;:._ "i _J___,___I-—£-fl( F5.“ 45ft it’J't’m'fl 7"}: {5.1; I 5 G . w . . It {MAL Jrhm - t 12-:— i-LneCr-s. — a (fish hem :Hiz, Pregame” Dr f-U’ - 'C‘L W‘ H <F }. +5“ i- “i7 F b 1 + ‘1 ‘ I A}! Ir.-" - I L up: L fill-ck,i "' a. U I'- -' 1' I. I g" 1":- l. :- 5i. Eflf'-;'i::' th-t‘fl-r'l . ' f r.«:._ : -1 r a. - the «filer-tend went:- t-L “”3 v“ :* r~ ill it ~ 79 ' 't " , 1' it ' ' . 52."; in CI .s~.,-'x_i_{_ri.-t‘a-xi.;, we- _-'r’-.||- will. 15L- pan-5.)} affl- +"”—'F3 _. {J 1 {ii-Es}; ‘ h Jen I' t . ... " ,— rrrfi bk...‘ :- HiL “fd_ - TW-jffi-b {niesrLH—t P) Thf— ,il -i'£c.+'-£'.-'c-i-." 1T 1 *- al _H irh the. r i r ts iii; Ema-T i 4 itnec'w. w" '- LL” . I'_,...£LI: fifitfi I: ‘ '.~_ .t firth-adjbn trick“: bf; J's ‘Lf-i' 1"“- + .- rs {I .F _ ”I EL i9. +n{ :- errte'r' .J HL] - 1']ng _ Hifl nil}..- .¥.fi-‘_',.r r: _.__.- . _..t-..—-___._.‘I , Iran I'C’L". ""7 suing anti-tics 1941+ min 30¢ ”"H 3 P r” #4 rfifluys, @313 sustemers-buy, @139 they buy. mums suetemers buyr gnaw services em agribusiness salespersens? (Hint: review the persenel selling process.) ._,_,_.— - J' Frod‘mda; Lewis Earth-Hi 'Pnsg ”Merl 4's .Lsélumcfi bufijfi-J—L’i5 4" ”For-””4404 recs} HILL; Fific-re‘ sawt— bed-FINE: {dais-LE1“, ,4 s mfll :L‘: ganlijr: Frat? brxmj‘ '_"‘l :- _.__ l." Lever: Lie-raw. T.:_. Ly Ire Hm} 1.11119,— L' ‘I II -. . - J ¥ was. -flr:. L 'n' ‘trsf . . .. .. . L“ _ _ r K _ mljx'fl fl- SEN-Fr" l5. |[,u._,rr_'.]-I<.fr l {- . f.— ..I L .. { .5! _.--C II x I .. ‘3th more “PM” «3; .- f” fLw; r. l }r- if? --‘. ”5* MC”! 1'3 ' H Li: (“-JH'J-MHJ ' J' ' '. {- 1- 1r 1 ‘J r :‘r {I f‘.‘ fill] flarfifir Emu-1 ‘wbxgnsusr. cw. 4'r1rnr an: .n.¢ m4 f‘j 1 q 5-- F- UmfifiJU-fflnfi :t.fir:;.:...—1-— {ff-.5 -“ Ffldi’fl‘l'lg fi—Eilh‘hen if: 3!}:th tar-F: 4; 'H'htjr Mir-fit}: irifcasm! n .c .145 .{r =, 3,5 ;._r‘|;f §.es'{:n-* a; flfijfiihpfl . 4;. / - r lg , )1ng: .4.J_’1=ar.weq (31.155 A‘s-4L}! : _{.J~a'|.?L_4-_ chimr;_.gr+u,£-HL3 _i_.———— —"—=-—-——-- —"—-——--—. .._ . Tr .\|'I_ I‘J“. EVI—fi-I'I-I *fl'llfq {I} I... f'J-Idlffl prmbdql I'J _er._g.~an-L Mfg. h J e-_hrr- — s: gr” ...
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