MRKT EXAM 3 - 7 Types of negotiating methods Chapter 14 1...

Info icon This preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
Exam 3 Review Chapter 11: 1. Tommy Boy Clip – guarantee 2. 4 part consultative sales presentation 3. Need discovery 4. Kinds of Questions – how they relate to SPIN questions 5. Presentation strategies Chapter 12: 1. Planning approaches 2. Creative demonstration – Texas Monthly example in class 3. Customer demonstration 4. Paper presentations – benefits 5. What to do when technology fails Chapter 13: 1. Guest speaker: name, job, topics 2. Win-win solutions 3. Research in negotiating and planning 4. Need for product 5. Price concerns 6. Negotiation preparations
Image of page 1
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: 7. Types of negotiating methods Chapter 14: 1. Boiler Room Clip – ABC 2. Planning for close 3. Buyer anxieties 4. Closing methods 5. Trial close 6. Confirmation step 7. Dealing with loss 8. Competition Chapter 15: 1. Office Clip – gift baskets 2. Reason for losing customers 3. Developing relationships 4. Follow through – importance of 5. Post sale services 6. Follow up objectives 7. Follow up methods 8. Expansion selling and kinds of 9. Partnership building 10. Handling complaints...
View Full Document

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern