HA400 : The Class : Presentation : Resistance

(P3, S5, T3)

Phase 3:  ACQUISITION AND MAINTENANCE STRATEGY

Step 5: Presentation Management

Topic 3: Negotiating Buyer Resistance

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1ST - GATHER INFORMATION AND LEARNING

Audio:          None

Text Reading : READ TEXT ONLINE

Online Lesson:  None

Web Activity 1:  Negotiating, You've Done It Before

Web Activity 2 Optional: College Graduates Learn About Interviews and Negotiations

Role-Play Reading: Role-Play IVc - Learn about How Salespeople Handle Customer Resistance (Questions) during the Presentation..

.........................................a. Remind yourself how are all of these Role-Plays Connected? CLICK HERE.

.........................................b. When Salesperson meets "Resistance" in the "Presentation" sales call, what steps must he/she do? CLICK HERE.

.........................................c.Give me an Example of a "Presentation" (with buyer resistance) Sales Conversation CLICK HERE.

Group Activity1: (20 Points) AFTER reading ALL assignments:  Text, Online Lessons, & Web Activities - DISCUSSION:

                               GO TO VCC: Customer "Resistance" and "Objections" are "Questions."

HomeworkAssignment 1: (20 Points): Synthesis Question P3, S5, T3

Project Assignment 1:

Project Assignment 2:..."Capstone Project" Specifications

Check Your Grade:  WEB CLASS

Go FORWARD to Topic 4: Obtaining Buyer Commitment (P3, S5, T4)

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