AEC 320 final07

AEC 320 final07 - AEC 320 Final Exam Fall 2007-1AEC 320...

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AEC 320 Final Exam Fall 2007 - 1 - AEC 320 Final Exam December 13, 2007 FORM A NAME_______________________________________ Answer any four (4), and only four of the following six (6) questions. PLEASE ADD YOUR NAME ON THE COVER SHEET AND ON THE BACK OF EVERY PAGE. 1. Define Relationship, Economic and Business buyer types (15 points) and tell why it is important to know this (or a similar) classification scheme (5 points). Give a brief example of how you would handle a sales presentation to a relationship buyer (5 points). 2. Explain why objections are valuable and how a salesperson should solicit objections (7 points). Give 2 common objections (6 points), the cause behind them (6 points) & tell how to overcome both (6 points). 3. Explain the following 4 closing techniques (9 points), the situation in which each would work best (8 points) and a strength and a weakness of each technique (8 points). i.
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AEC 320 final07 - AEC 320 Final Exam Fall 2007-1AEC 320...

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