100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Previously searched by you
Previously searched by you
logo
MAR 3400 Exam 3 || All Correct. R213,97
Add to cart
Quickly navigate to
Preview
  2.  
  3. MAR 3400
  4.  
  5. MAR 3400

Exam (elaborations)

MAR 3400 Exam 3 || All Correct.
 0 purchase
  • Course
  • MAR 3400
  • Institution
  • MAR 3400

CRC method correct answers clarify - "tell me more about that" , "why is that an issue for you?" respond - "honestly.." , "..with more information", use evidence like: testimonials, white papers, case studies, statistics confirm - "did i clarify that for you?" , "do you have any other questions a...

[Show more]

Preview 2 out of 13  pages

Document information

  • August 7, 2024
  • 13
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

Subjects

  • crc method

Written for

  • MAR 3400
  • MAR 3400

Seller

avatar-seller
FullyFocus

Reviews received

Content preview

MAR 3400 Exam 3 || All Correct.
CRC method correct answers clarify - "tell me more about that" , "why is that an issue for you?"
respond - "honestly.." , "..with more information", use evidence like: testimonials, white papers,
case studies, statistics
confirm - "did i clarify that for you?" , "do you have any other questions about that?"

clarify correct answers to make sure you understand the question at hand
also a good time to uncover more needs that were missed

respond correct answers use info uncovered in the clarify step to make sure you respond in a way
that put the customer at ease
use evidence!

confirm correct answers make sure you handled the objection and that its no longer a concern

different types of objections that can occur correct answers need
product
price (most common!)
time
source

need objection correct answers they already have a solution or supplier that meets their needs

product objection correct answers may know they need the product but they don't want your
product, they believe there is something better on the market to fulfill their need or want

price objection correct answers price too high
most common

time correct answers I don't have time to meet with you

source correct answers they might not like your company or you

when objections may occur correct answers -call to make an appointment
-first sit down to meet with client who wants to rush through meeting
-during presentation
-closing; asking for business and customer says no or not right now

why are objections a good sign? correct answers shows customer is actually interested

Forestall known concerns by correct answers raising them first

most successful thing a salesperson can do? correct answers anticipate objections and know how
to handle them

, blunder(wrong doing of salesperson) occurs when the salesperson.. correct answers -does not
understand the question
-didnt clarify it enough
-answers the wrong question
-fails to fully answer the objection- when you dont confirm you answered the question

direct denial correct answers -salesperson makes a relatively strong statement to indicate the
error the prospect has made
-only use with blatant inaccuracy
-NOT used with opinion

indirect denial correct answers -deny the objection but attempt to soften the response
-recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence

compensation method correct answers -buyers may object because the salesperson product falls
short
-acknowledge the validity of the objection and then proceed to show any compensating
advantages

referral method correct answers -referring people to other frames of methods
-feel, felt, found; i understand you feel that way, many customer in the past have felt this way,
but this is what they have found...
-find points of agreement

revisit method correct answers -salesperson turns the objection into a reason for buying
(boomerang method)
-works with most personality types, bc you are taking the value you have built up throughout the
sale and now revisiting it.

postpone method correct answers -idea of waiting until the end of the presentation to handle the
objection
-buyer raises objection the salesperson would prefer to answer later in the presentation
-salesperson should ask permission to answer at a later time
-useful when a price objection occurs early in the presentation

question method correct answers -turn the customers concerns into a question and refocus on one
or more strength of your value proposition
-get the customer thinking in a new way and contrast his/hers concern against an advantage
-taking the objection and turning it into a question that focuses on what you have to offer**

how to handle need objection correct answers -may be conditioned response or a cover-up
-use SPIN
-develop needs, ask "what if?"

how to handle product objections correct answers -product is not well established/not popular

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through EFT, credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying this summary from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller FullyFocus. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy this summary for R213,97. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

69411 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy summaries for 15 years now

Start selling
R213,97
  • (0)
Add to cart
Added