Chapter 7 marketing 3410 Study guides, Class notes & Summaries

Chapter 7 Marketing 3410Keys to effective sales dialogue - correct answer 1. Are planned and practiced by salespeople 2. Encourage buyer feedback 3. Focus on creating value for the buyer 4. Present value in an interesting and understandable way 5. Engage and involve the buyer 6. Support customer value through objective claims check-backs or response checks - correct answer questions salespeople use throughout a sales dialogue to generate feedback from buyer check-backs commonly employ...

Marketing 3410 Chapter 7check-backs or response checks - correct answer seeking feedback from the buyer -employed at two key points: 1. after a specific feature-benefit sequence in order to confirm the benefit and better assess the prospective buyer's level of interest; 2. following the response to an objection in order to evaluate the level to which the salesperson has handled the problem confirmed benefits - correct answer benefits the buyer had indicated are of interest; specific to the ...