This essay focuses on ETHICS PROBLEMS & QUESTIONS. have made some good points, but your competitor’s feed supplements can do just about everything yours can do.”

ETHICS PROBLEMS & QUESTIONS

AND PROBLEMS

NAME ____________________

ETHICS PROBLEMS
In this chapter you learned about the acknowledge method (pass-up method) where you let the buyer talk, acknowledge that you heard the concern, pause, and then move on to another topic. Given that you are not actually answering the buyer’s concern, how can that be ethical?

QUESTIONS AND PROBLEMS
Label each of the following into one of the five basic types of objections (NEEDS, PRODUCT, SOURCE PRICE, TIME). Then illustrate how you would handle each:
a. After a presentation, the dairy farmer says, “You have made some good points, but your competitor’s feed supplements can do just about everything yours can do.”

b. After a Nike salesperson answers an objection, the prospect remarks, “I guess your product is all right but as I told you when you walked in, things are going pretty well right now without adding your product.”

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c. After a thorough presentation about new educational resources for early childhood students, the prospect answers “Are you kidding me? You want how much money for that online access.”

d. The industrial maintenance customer says, “I can buy those cleaning supplies online for a lot less than you are selling them for.”