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Fundamentals of Selling 13th Edition by Charles Futrell
Edition 13ISBN: 978-0077861018Fundamentals of Selling 13th Edition by Charles Futrell
Edition 13ISBN: 978-0077861018 Exercise 9
When a customer is not receptive to your product, there is some objection. In each of the following situations, the customer has an objection to a product:
A) The customer assumes she must buy the whole set of books. However, partial purchases are permitted.
B) The customer does not like the color and it's the only color your product comes in.
C) The customer doesn't want to invest in a new set of books because she doesn't want to lose money on her old set. You have not told her yet about your trade-in deal.
In which of these situations does the objection arise from a misunderstanding or lack of knowledge on the customer's part In which situation(s) does the product fail to offer a benefit that the customer considers important
A) The customer assumes she must buy the whole set of books. However, partial purchases are permitted.
B) The customer does not like the color and it's the only color your product comes in.
C) The customer doesn't want to invest in a new set of books because she doesn't want to lose money on her old set. You have not told her yet about your trade-in deal.
In which of these situations does the objection arise from a misunderstanding or lack of knowledge on the customer's part In which situation(s) does the product fail to offer a benefit that the customer considers important
Explanation
Verified
Verified
"B" is not a feature...
Fundamentals of Selling 13th Edition by Charles Futrell
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