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Question: Assignment on Communicating & Delivering Customer Value 01-. Post a question
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Assignment on Comm unica ting & l>eli,·ering Customer Value Continue to post
Q L. Assume that you n-prescnt Lenorn sales team and I nwx:ting w11h prospc.•c11,·c customer KUT
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1. St1mulusRcspoo5eApproach
b. Mental Slal..s Selling Approach like AIDA modd (Attention- lntcrnt-lkii,..,-Action)
c. N«dSausfaction App<oach

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Q3 E.xplain thefollo""illl!ObjectiM llandlingTechniqun
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Expert Answer ©

Answer 3. (a):-:- If the salesperson is aware of an objection that comes up everytime during
the or satE.>s modulation than salesman can raise the ctjed:ion by hif and he can coveJse it with
a prepaid arguement. This method used in salE.>s practices is known as ForE.>sta lling Objection.

(b):- Oire::t.lillliet· This method require directly disrove or denying what possibility had stated. It is
considered a high risk method. But in few cases what the candidate has e)(pressed or believes may be very
wrong or confused. If in any case the confusion is left naked, the candidate probably may not buy.

(c):- :-This method is used in handling a buyer's grurri>le by at first confessing the validity of
the complaint in order to maintain affinity but then offering evidence to disprove the objection and
sometimes also known as the 'YE.>s. but... Method.'

(d):- Boomerang:- Boomerang method is used to flinging a buyer's complaint back as a reason for buying a
product.For example:_ if a customer objects that he or she cannot buy or afford the em. a salesperson
might have to answer, "Yes, but can you afford not to buy it? This me1h referred to as the Translation
Method.

(e) :-This sales method is the most commonly used method by companies to catch their
sales target every month. It is also known as SalE.>s Compensation. It is a reward gi'li!fl to an employee
in exchange for his best services for the company. This method can be ir.cllJcled in basic salary,
bonuses,
incentives and commissions.

(I) External Rejnfurce!Tlf:n:- In simple words, external reinforcement method is for authentication of fit,
choice. applicability and value. &iyers will buy after a due examination of these factOl"S. whether these
factors are provided by you or by your competitors.

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See answer See answer

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