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
