Module 5: Enhancing Your Sales Expectation Discussion Module 5: Enhancing Your Sales Expectation Discussion One of the hardest aspects of sales is overcoming ob

Module 5: Enhancing Your Sales Expectation Discussion

Module 5: Enhancing Your Sales Expectation Discussion

One of the hardest aspects of sales is overcoming objection. Many times, salespeople will give up after the first objection from the customer. Being a successful salesperson means overcoming objections and being confident in yourself to know that the customers are not rejecting you, but what you are trying to sell them. Managing your expectations is essential and can help with overcoming objections.

For this CT assignment, assume that you are a sales manager. As the manager, you have been tasked with creating a plan for helping your sales staff overcome objections. In order to create the plan, you have decided to create a training response to the typical objections that many salespeople hear. The five typical objections are listed below:

They believe it will be a hassle to switch companies.

Your company is not as well branded as the competitors.

They can possibly do the work internally instead of using your services.

The timing is bad.

They have an existing relationship with other another.

For each of these five objections, you will create a response plan for overcoming the objection. How would you handle each of these objections in order to make the sale? Remember that your responses should be geared towards the sales staff and be in a training format. Your paper should be 2-3 pages in length and follow APA guidelines by properly citing any references you use.

You must proofread your paper. But do not strictly rely on your computer’s spell-checker and grammar-checker; failure to do so indicates a lack of effort on your part and you can expect your grade to suffer accordingly. Papers with numerous misspelled words and grammatical mistakes will be penalized. Read over your paper – in silence and then aloud – before handing it in and make corrections as necessary. Often it is advantageous to have a friend proofread your paper for obvious errors. Handwritten corrections are preferable to uncorrected mistakes.

Use a standard 10 to 12 point (10 to 12 characters per inch) typeface. Smaller or compressed type and papers with small margins or single-spacing are hard to read. It is better to let your essay run over the recommended number of pages than to try to compress it into fewer pages.

Likewise, large type, large margins, large indentations, triple-spacing, increased leading (space between lines), increased kerning (space between letters), and any other such attempts at “padding” to increase the length of a paper are unacceptable, wasteful of trees, and will not fool your professor.

The paper must be neatly formatted, double-spaced with a one-inch margin on the top, bottom, and sides of each page. When submitting hard copy, be sure to use white paper and print out using dark ink. If it is hard to read your essay, it will also be hard to follow your argument.

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