MKT 504 Chapter Notes - Chapter 8-9: Sales, Balance Sheet, Intranet

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

Sales resistance: a buyer"s objections to a product or service during a sales presentation. Need objection: resistance to a product or service in which a buyer says that he or she does not need the product or service. Product or service objection: resistance to a product or service in which a buyer does not like the way the product or service looks or feels. Company or source objection: resistance to a product or service that results when a buyer has never heard of or is not familiar with the product"s company. Price objection: resistance to a product or service based on the price of the product being too high for the buyer. Time objection: resistance to a product or service in which a buyer puts off the decision to buy until a later date. Laarc: an acronym for listen, acknowledge, assess, respond and confirm that describes an effective process for salespeople to follow to overcome sales resistance.