Attached.

1. Identify and explain in detail the 5 major types of objections.
No need objection
The objection that a potential buyer raises on how a particular product that a salesman
wants is not needed.
Product objection
When prospects present a current concern about the service or product that a salesperson
sells and the individuals responds in a manner that lessens the concerns allowing the sales
process to continue.
Company objection
The objection that salespeople received based on the name of the company that offers the
particular product or service.
Price is too high objection
The objection received by salespeople when potential customers feels a product or
service is expensive.
Time Objection
When customers explain that they do not feel its is the appropriate time to purchase a product.
2. Explain in detail the recommended approaches for responding to objections. Give an
example for each.
Forestall
Introducing the main cause of the objection even before the potential customer raises the matter

Direct denial
Giving a harsh response explaining on how the prospect buyer is wrong
Indirect denial
Using customer friendly and convincing terms while correcting the buyer information about the
product or service
Translation
Turning the reasons that buyers give not to purchase to the main reason as to why they
should purchase the product.
Reinforcement from third party
Applying the opinion that comes through another source as a way of countering the objections.
3. Identify and explain the four sequential components of effective follow-up. Use an
example of a purchase you made and how the salesperson followed-up.
Recently, I purchased a refrigerator from a store near my neighborhood. The salesperson
applied the for sequel follow up to ensure that I purchased the product
Interact
The salesperson interacted with on several occasion and encouraged dialogues that had
effective persuasions.
Connect
The salesperson ensured that he maintained contact after my first visit by taking my
phone number to remind me on a regular basis about the product.

Know
He ensured that he had perfect knowledge about my financial capability combined with
my expectations and needs.
Relate
The salesperson applied relevant insight and understandings on the product to develop
interactions that are value added with me.
4. Identify and explain how to assure customer satisfaction by enhancing customer
relationships. Give examples.
Treating each customer as very important individuals by giving them first class treatment
is the best approach. Continuous measurement of the satisfaction levels among customers
through customer effort score and promoter score. Paying attention on what customer’s opinion
are about the product that the company offers to them.
5. Explain in detail the 5 sequential stages of self-leadership.
The objectives and goals need to be created in a proper way that they reflect on the
important issues alone. The territorial analysis together with account classifications needs to be
done to gain a better understanding on the potential and prioritization of accounts based on
revenues and other aspects. The creation of strategic plans that are designed to attain goals
through the allocation of effort and resources is also a necessity. The maximization of the
allocated resources effectiveness through technology incorporation and the automation of the
sales force Is a must. Lastly, conducting assessments to effectively evaluate goal attainment and
performance makes up the final part.

Attached.

1. Identify and explain in detail the 5 major types of objections.
No need objection
The objection that a potential buyer raises on how a particular product that a salesman
wants is not needed.
Product objection
When prospects present a current concern about the service or product that a salesperson
sells and the individuals respond in a manner that lessens the concerns allowing the sales process
to continue.
Company objection
The objection that salespeople received based on the name of the company that offers a
particular product or service.
Price is too high objection
The objection received by salespeople when potential customers feel a product or service
is expensive.
Time Objection
When customers explain that they do not feel it is the appropriate time to purchase a product.
2. Explain in detail the recommended approaches for responding to objections. Give an
example for each.
Forestall
Introducing the main cause of the objection even before the potential customer raises the matter

Direct denial
Giving a harsh response explaining how the prospective buyer is wrong
Indirect denial
Using customer friendly and convincing terms while correcting the buyer information about the
product or service
Translation
Turning the reasons that buy...