A sales rep is on a call with a team that makes purchasing decisions for one of her prospects.

A sales rep is on a call with a team that makes purchasing decisions for one of her prospects. Each team member summarizes their unique problems. The team manager says that their current provider charges less than what the sales rep is offering. Which response (s) would be effective? Select all that apply.

  1. Thank the manager for sharing their objection to the price
  2. Highlight the unique features her company can offer to address the team’s needs
  3. Listen to the team’s problems and ask to address the major points on the next sales call
  4. Assure them that her company can address all their problems in time, but they need to commit to her company first
  5. Point out how their current provider’s solution doesn’t address some of the team’s needs

A travel agency specializes in vacation packages that provide the best value.

A travel agency specializes in vacation packages that provide the best value. An agent offers a prospect a package that would meet his needs. The prospect claims that he can create his own package online and save money by not using an agent. Which response (s) would be effective? Select all that apply.

  1. Ask for an opportunity to show him the savings, trip insurance, and special perks her agency can offer
  2. Ask him to call her back and tell her if he finds a better deal
  3. Assure him that the agency’s buying power and connections offer the best packages for the lowest price
  4. Ask the agency owner if there are any better offers she can provide to save the sale
  5. Thank him for considering her agency and encourage him to call her directly if he can’t find a package to meet his needs

A sales rep at a store is helping a customer choose a computer. After a brief conversation,

A sales rep at a store is helping a customer choose a computer. After a brief conversation, he offers her one that best meets her functionality and price needs, but she tells him she’s had bad experiences with that brand’s customer support. Which response (s) would be effective? Select all that apply.

  1. Suggest she buy a low – cost service contract in case the computer has issues
  2. Remind her that he’s an expert and wouldn’t recommend a bad option
  3. Immediately recommend a more expensive brand; acknowledge that it’s above her price range, but at least she won’t worry about its quality
  4. Call over his supervisor to offer a second opinion on the computer he recommended
  5. Acknowledge her past experience and ask what happened
  6. Reconfirm her needs and explain how this computer meets them

A sales rep is showing a customer engagement rings. The customer shows interest in a particular ring,

A sales rep is showing a customer engagement rings. The customer shows interest in a particular ring, but when the rep mentions its price, he hesitates, saying, ” Let me think about it . ” Which response (s) would be effective? Select all that apply.

  1. Tell him about any free services offered with ring purchase
  2. Agree that he should take his time making this important decision
  3. Encourage him to come back in a few weeks when the rings are on sale
  4. Mention that the prices of the rings in this collection could increase soon
  5. Tell him about an available payment plan
  6. Ask him if the price is the only thing holding him back

A sales rep is displaying his company’s newest smartwatches at a tech show.

A sales rep is displaying his company’s newest smartwatches at a tech show. He’s the only exhibitor offering a discount to those who buy today. A prospect he’s talking to hesitates at the price and asks for some information to take away with her. What should the rep do?

  1. Ask her to set aside price for now and confirm that the smartwatch meets her needs
  2. Give her a brochure and his business card, and ask that she call him directly
  3. Offer her an additional discount on top of the current promotion
  4. Give her a brochure and encourage her to come back before the end of the day to take advantage of the discount
  5. Ask for her email address to send her information on the next sale

A sales rep is on a phone call with a prospect who likes to control the conversation.

A sales rep is on a phone call with a prospect who likes to control the conversation. The constant interruptions make it hard for the rep to find out the prospect’s pain points and to pitch. What should the rep do first?

  1. Ask the prospect what she hopes to get out of the call to encourage her to re – focus
  2. Tell the prospect that to work together well, she needs to follow the rep’s call structure
  3. Incorporate what the prospect says into his own talking points when there’s an opening
  4. Offer to set up an in – person appointment to discuss the sales process in more detail

A customer tells his current sales rep that another vendor offered him a better contract for the same price.

A customer tells his current sales rep that another vendor offered him a better contract for the same price. The customer threatens to switch to the other vendor unless the sales rep makes a better counteroffer. What should the rep do first?

  1. Tell him the company is always improving its services and ask him to reconsider switching
  2. Promise to call him back, and then discuss the situation with a manager
  3. Promise not to raise the price of his service in the future if he stays
  4. Tell him that vendors often raise their prices after convincing customers to switch
  5. Thank him for his transparency and ask how the other vendor’s offer is better
  6. Ask how much of a price reduction would convince him to stay

An inbound sales rep for a digital phone company receives a call from a prospect.

An inbound sales rep for a digital phone company receives a call from a prospect. She’s satisfied with her current provider and nervous about switching. What should the rep do first?

  1. Ask her what she likes about her current provider and if there’s anything she would change
  2. Offer to compare her current bill to an estimated bill for his company’s service to show potential savings
  3. Direct her to their website with client testimonials about his company’s service
  4. Reassure her that his company’s service is superior, and she’ll be much happier after switching

A prospect calls a sales rep at a consulting firm. As the prospect listens to her sales pitch, he keeps pushing back that the price is higher than most.

A prospect calls a sales rep at a consulting firm. As the prospect listens to her sales pitch, he keeps pushing back that the price is higher than most. What should the rep do?

  1. Agree that her company’s services are expensive but promise that they’ll solve his problems
  2. Ask him to hold and check with her supervisor if she can offer a discount
  3. Ask him what price he would consider fair and reasonable
  4. Ask him to set aside price for now to see if the services are a good fit
  5. Point out that if he did his research, he knows that her company’s services are better than those of competitors