MRKT EXAM 3

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

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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
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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...
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This note was uploaded on 02/16/2010 for the course MARK 82331 taught by Professor Vandaveer during the Spring '10 term at Yeshiva.

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