HA400 : The Class : Presentation : Commitment : Commitment |
1ST - GATHER INFORMATION AND LEARNING
Audio: None
Text Reading : ONLINE TEXT - Obtaining Buyer Commitment
Role-Play Reading: Role-Play IVc - Learn about How Salespeople Handle Customer Resistance (Questions) at the "Close."
.........................................a. Remind yourself how are all of these Role-Plays Connected? CLICK HERE.
.........................................b. When Salesperson AGAIN meets "Resistance" in the "Presentation's Close", what steps must he/she do? CLICK HERE.
.........................................c.Give me an Example of a "Presentation" (with buyer resistance at the "Close") Sales Conversation CLICK HERE.
Group Activity1: (20 Points) AFTER reading ALL assignments: Text, Online Lessons, & Web Activities - DISCUSSION:
GO TO VCC: Customer "Resistance" at the "Close"
DEMONSTRATE YOUR LEARNING: ASSIGNMENTS, PROJECTS & EXAMS
HomeworkAssignment 1: (20 Points): Synthesis Question P3, S5, T4
Project Assignment 2:.."Capstone Project" Specifications
Check Your Grade: WEB CLASS
GO TO EXPANDED COURSE OUTLINE
(See Overview of Dates and Assignments Due)
GO FORWARD OR BACK IN COURSE
Go FORWARD
to NEW
STEP # 6: After-Sale Implementation & Service Management (P3, S6,
T1)
OR
Go BACK
to Step
# 5: Presentation Management
GO TO: Course Home Page
GO TO: Class Home Page
Send E-mail
to your professor, "Dr. Mac" (Richard G McNeill Ed.D.,
CHME)
or call (520) 523-1713
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Arizona University
Copyright © 2000 Richard
G. McNeill
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