MKTG 451 Study Guide - Final Guide: Ultimate Tensile Strength, Specific Performance, The Seller
25 Mar 2020
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The importance of obtaining commitment: defines the status of the client (natural progression from suspect to prospect to customer, without gaining commitment salesperson wastes time doing the wrong thing. Indications that the buyer is ready to buy (via comments or non-verbal cues: positive signals, eyes that are open and relaxed, face and mouth not covered by hands, natural smile, relaxed forehead. Conditions that have to be satisfied before a purchase can take place. Requirements that are stated near the end of the presentation are need statements that reflect a readiness to buy when they relate to how the purchase will be consummated. We need a cash discount for a supply order like this. We need to get this in weekly shipments. Good, that will fit in our office supply room . Good, that color will match our office floor. Oh, i like the way the equipment is serviced- it will make it much easier on.
