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Personal Selling Ch. 10

Personal Selling Ch. 10 - Sarah Anderson Personal Selling...

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Sarah Anderson Personal Selling Written Assignment Ch. 10 David Smith Prepare and submit answers to “Questions and Problems” Questions 4, 6, and 7 on page 271. 4. Which communication tools would you use to provide solid proof for the following concerns expressed by prospects? a. I don't think that type of product would do well in a store like ours. I would tell them to give a try and then decide, telling them by adding a new product such as the one you are trying to sell, broadens the type of products you supply, and may increase the different types of customers that come into the store. Perhaps providing a sample, or a gift for him to try out to see how well the product would bode in his store, would be a good idea. b. My poorly educated workers would never be able to figure out how to use that feature First of all, he needs to give his workers more credit than that. And I would explain how easy the product is to figure out and have others figure out. I would provide the instructions and point out and explain to him how to use it, so that he could provide that knowledge back to his workers.
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