HRMHA355
Help Requirements Syllabus The Class Library Communicate Instructor

HA400 : The Class : Presentation : Resistance

 

(P3, S5, T3)

Phase 3:  ACQUISITION AND MAINTENANCE STRATEGY

Step 5: Presentation Management

Topic 3: Negotiating Buyer Resistance


YOU ARE HERE: Course Home Page > Class Home Page> Phase 3> Step 5> Topic 3


1ST - GATHER INFORMATION AND LEARNING


 

Audio:          None

icon Text Reading : READ TEXT ONLINE

 

icon Online Lesson:  None

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

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

icon 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.

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

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

 


2ND - DEMONSTRATE YOUR LEARNING:  ASSIGNMENTS, PROJECTS & EXAMS


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

iconProject Assignment 1:

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

iconCheck Your Grade:  WEB CLASS

                                  


 

GO TO EXPANDED COURSE OUTLINE

(See Overview of Dates and Assignments Due)

GO NOW!


GO FORWARD OR BACK IN COURSE

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

 

OR

Go BACK to Step # 5: Presentation Management

 

GO TO: Course Home Page

GO TO: Class Home Page

 


E-MAIL YOUR PROFESSOR

Send E-mail to your professor, "Dr. Mac" (Richard G McNeill Ed.D., CHME)
or call (520) 523-1713

 


 

 

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Copyright © 2000 Richard G. McNeill
ALL RIGHTS RESERVED