Handling objections and earning trust is one of the most important roles that a salesperson plays. Price is normally one of the most common forms of buyer resistance, but not always. Watch the short video Pacemakers: A Sales Call Example. Answer the following questions:

  • Based on the e-lecture, what type of objection(s) does the doctor pose to the sales rep? Why?
  • How does the sales rep handle the resistance or objection?
  • How does the salesperson use LAARC?
  • Based on the techniques in Exhibit 8.8, which ones are used by the salesperson? What constructive feedback would you provide to the sales rep?

Video Link : https://we.tl/t-wHNc6CAdJN

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