Exam 3 Review - AEB 3341 SELLING STRATEGICALLY Exam 3...

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AEB 3341 Exam 3 Review Guide Spring 2009 page 1 of 2 AEB 3341 SELLING STRATEGICALLY Exam 3 Review Guide (Spring 2009) Unit L12: Handling Objections Understand the general background information regarding objections Know the different types of objections that can be raised by customers Understand and explain the various negotiation outcomes Explain the issues involved with price resistance Be able identify, explain, and provide an example of each of the four steps to handling an objection Understand the relationship between the arch of resistance and the keystone objection Be able to identify the six broad categories and their individual strategies for handling objections Unit L13: Confirming the Sale Understand the relative importance and difficulty of confirming the sale. Be able to explain the FIVE (5) steps to closing a sale. Distinguish between the various closing methods and their purpose as discussed in class (this is similar to what I expect you to know for the handling objections presentations). Unit L14: Follow-Up
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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Exam 3 Review - AEB 3341 SELLING STRATEGICALLY Exam 3...

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