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  2. 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? 

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? 

 

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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