AEC 320 final04

AEC 320 final04 - AEC 320 Final Exam Fall 2004 -1- AEC 320...

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AEC 320 Final Exam Fall 2004 - 1 - AEC 320 Final Exam Key December 18, 2004 FORM A NAME_______________________________________ Answer any ten (8), and only eight of the following ten (10) questions. PLEASE ADD YOUR NAME ON THE COVER SHEET AND ON THE BACK OF EVERY OTHER PAGE.
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AEC 320 Final Exam Fall 2004 - 2 - 1. Define Relationship, Economic and Business buyer types (6 points) and tell why it is important to know this (or a similar) classification scheme (2 points). Give a brief example (2 points). 2. How did Mr. Blair, our guest speaker on large machinery sales, use the F-A-B technique to rent or sell skid loaders relative to the skid loader’s control feature (4 points)? Be sure to define the F-A-B technique in your answer (6 points). 3. Explain why objections are valuable and how a salesperson should solicit objections (6 points). Give 2 common causes behind objections & tell how to overcome both (4 points).
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AEC 320 final04 - AEC 320 Final Exam Fall 2004 -1- AEC 320...

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