Exam 3 Review
CHAPTER 6- Preparation for Success in Selling
Who is responsible for training?
3 Types of Motivation
Fear- external, temporary, negative
Incentive- external and temporary
Attitude- internal and permanent
Paul Meyers Million Dollar Success Pl
Company Name: Just Kickin It (Mine); Lou Fusz Soccer Club (his)
Type of Company: Individual Soccer Training; Club soccer (his)
Individuals to Contact: Owner, Adam Marburger
Background and Profile of buyers: Loves deals that benefits him as much a
Case 12.1- Dont Let the Bedbugs Bite!
Bob should be prepared to use the six-steps connected with handling objections. The technique I
would use is the feel, felt, found method. I would say something like, I certainly understand
how you feel. Ho
EXAM 1 Review
Importance of Selling in our economy- selling is a basic component of all human interaction; it involves discovering needs and providing products or serves that satisfy those
Compensation for Salespeople- among the best-paid
Case 13.1- Dont Tell Me No Lies!
Harold should not have been surprised at all. When you lie to a prospect, you are setting yourself
for failure in the long-run. Harolds attitude toward selling was flawed because he was
intentionally being decei
Case 11.1- Teaching is Selling!
I think Martha told Dave that when youre selling an idea (teaching) you should be sure to have
effective presentation tactics. Dave has his facts and organization right but lacks in getting the
Case 10.1- Clanging Pots and Pans
What went wrong in this situation is that Jack just assumed everything was fine the way it was
and performed poor listening skills. Jack can save the situation by, like Mark said, bringing his A
game on Tuesd
Case 9.1- A Referral Gone Awry
If I was Rita in this particular situation, after saying Oh, Im sorry as she did, I would try to
lighten the mood with a quick joke and then say something reinforcing like:
I guess his personality is better than his poetry h
Nikki: Hi how you doin?
Zhihao: Great actually. We actually just opened 4 more Soccer Masters. Business has been
better than ever and our profits have increased significantly. Its been a huge month for us.
Nikki: Nice. Would you like to hear abou