Commercial Applications
During a personal selling interaction, a customer raises concerns about the durability of the product. Which selling technique should the salesperson employ to handle this objection?
- Focus on the product's features
- Offer a discount to the customer
- Provide a detailed demonstration and share testimonials
- Shift focus to a different product
Answer
Provide a detailed demonstration and share testimonials
Reason — Objections should be considered as sales opportunities. Instead of arguing, offering discounts or shifting products, a demonstration showing the product's actual performance along with testimonials of satisfied users best removes doubts about durability and convinces the customer.
Related Questions
A good salesman should have adequate and up-to-date knowledge about his …………… .
- Firm
- Product market
- Competitors
- All of these
Based on the image provided, which step of the personal selling process is being depicted?
- Prospecting
- Approach
- Presentation
- Post-sale follow-up
Which of the following is/are qualities of a good salesman?
- Cheerful disposition
- Sincerity
- Sensitivity
- All of these
…………… enables a sales person to understand and persuade customers to do complete job of selling and to collect feedback.
- Sales promotion
- Personal selling
- Forecasting
- Advertising