tep 1: You are a salesperson trying to sell a product at a store or kiosk and you are met with the following objectives lack of budget - “It’s a bit expensive though” Step 2: Use the Specialized Method substitution to address the objection Substitution: Sometimes a customer is looking for a specific brand or model of a product that you do not carry. Or maybe the customer does not like the product you show. In any of those cases, you may want to use the substitution method, which involves recommending a different product that would still satisfy the customer's needs . Assume a customer says, "I don't like the way this dress looks on me" In this case , you may want to suggest a different style that is more becoming on your customer. Step 3: 1) What objection are you facing as a salesperson ? 2) What method are you using for answering the objection ? 3) Write out a short script of you (salesperson) and the prospect(buyer) of how that interaction would occur
tep 1: You are a salesperson trying to sell a product at a store or kiosk and you are met with the following objectives lack of budget - “It’s a bit expensive though” Step 2: Use the Specialized Method substitution to address the objection Substitution: Sometimes a customer is looking for a specific brand or model of a product that you do not carry. Or maybe the customer does not like the product you show. In any of those cases, you may want to use the substitution method, which involves recommending a different product that would still satisfy the customer's needs . Assume a customer says, "I don't like the way this dress looks on me" In this case , you may want to suggest a different style that is more becoming on your customer. Step 3: 1) What objection are you facing as a salesperson ? 2) What method are you using for answering the objection ? 3) Write out a short script of you (salesperson) and the prospect(buyer) of how that interaction would occur
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
Related questions
Question
Step 1: You are a salesperson trying to sell a product at a store or kiosk and you are met with the following objectives lack of budget - “It’s a bit expensive though”
Step 2: Use the Specialized Method substitution to address the objection
Substitution: Sometimes a customer is looking for a specific brand or model of a product that you do not carry. Or maybe the customer does not like the product you show. In any of those cases, you may want to use the substitution method, which involves recommending a different product that would still satisfy the customer's needs . Assume a customer says, "I don't like the way this dress looks on me" In this case , you may want to suggest a different style that is more becoming on your customer.
Step 3: 1) What objection are you facing as a salesperson ?
2) What method are you using for answering the objection ?
3) Write out a short script of you (salesperson) and the prospect(buyer) of how that interaction would occur.
Expert Solution
This question has been solved!
Explore an expertly crafted, step-by-step solution for a thorough understanding of key concepts.
This is a popular solution!
Trending now
This is a popular solution!
Step by step
Solved in 4 steps
Knowledge Booster
Learn more about
Need a deep-dive on the concept behind this application? Look no further. Learn more about this topic, marketing and related others by exploring similar questions and additional content below.Recommended textbooks for you
Principles Of Marketing
Marketing
ISBN:
9780134492513
Author:
Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:
Pearson Higher Education,
Marketing
Marketing
ISBN:
9781259924040
Author:
Roger A. Kerin, Steven W. Hartley
Publisher:
McGraw-Hill Education
Foundations of Business (MindTap Course List)
Marketing
ISBN:
9781337386920
Author:
William M. Pride, Robert J. Hughes, Jack R. Kapoor
Publisher:
Cengage Learning
Principles Of Marketing
Marketing
ISBN:
9780134492513
Author:
Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:
Pearson Higher Education,
Marketing
Marketing
ISBN:
9781259924040
Author:
Roger A. Kerin, Steven W. Hartley
Publisher:
McGraw-Hill Education
Foundations of Business (MindTap Course List)
Marketing
ISBN:
9781337386920
Author:
William M. Pride, Robert J. Hughes, Jack R. Kapoor
Publisher:
Cengage Learning
Marketing: An Introduction (13th Edition)
Marketing
ISBN:
9780134149530
Author:
Gary Armstrong, Philip Kotler
Publisher:
PEARSON
Contemporary Marketing
Marketing
ISBN:
9780357033777
Author:
Louis E. Boone, David L. Kurtz
Publisher:
Cengage Learning