Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 11

Choose a restaurant in your town. Assume that you work at that restaurant and are planning to make calls to campus club organizations. Assume that the restaurant has a private meeting room available for private meetings that will seat 25 people. Your objective is to have officers of the clubs schedule their meetings at the restaurant.
a. ?Make a list of objections you may expect to encounter.
b. ?What can you do to meet these objections effectively? List the answer you would propose and label the method used.