The prospect said, "I know that your company usually ships in batches of 6 dozen cases,...
The prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." Once the salesperson determined that this was a condition of sale, he should:
A - engage in negotiation.
B - use stalling techniques until he can contact his supervisor.
C - use forestalling.
D - use a dodge.
E - realize that he can never close the sale.
Homework Answers
Answer: A. Engage in negotiation.
Here the sales person's company has the condition to ship in batches of 6 dozen cases which needs to be overcome. So, sales person should negotiate with the prospect on this condition to end up in sales.
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The prospect said, "I know that your company usually ships in
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