Marketing Essentials

Section 2: Objections

After You Read Online Action

Reviewing Key Terms and Concepts

1. So that the customer does not become preoccupied with the objection. When that happens, you may lose the customer’s attention and confidence.
2. By anticipating them and preparing an objection analysis sheet that lists common objections and possible responses to them
3. The superior-point method is a technique that permits the salesperson to acknowledge an objection such as high price as valid yet still offset it with other features and benefits.

Integrating Academic Skills

4. The $150 jackets offer a savings of $500 per year; ($150 X 50) divided by 5 = $1,500 per year; ($150 X 50) divided by 5 = $1,500 per year; ($80 X 50) divided by 2 = $2,000 per year; $2,00 - $1,500 = $500 per year
5. Answers will vary, but answers might list high cost, difficult maintenance (need for dry cleaning), or doubts about the garment staying in fashion long enough to justify the purchase.