Exam 3

Question 1

What is LAARC? and what is it used for?

Answer 1

Listen,Acknowledge, Assess, Respond, Confirm

• Keeps sales dialogue positive.

Question 2

Sales people should listen to what buyers are saying. don’t cut them off

Answer 2

Listen ( L in LAARC)

Question 3

Salespeople should acknowledge that they received the buyer’s message and that they can understand the concern

Answer 3

acknowledge (A in LAARC)

Question 4

Salesperson should ask the buyer questions to gain a better understanding of what the buyer is saying & what they’re concerned about

Answer 4

Assess (A in LAARC)

Question 5

Salesperson can now respond to buyer’s resistance.

We will discuss many techniques for doing this in a bit

Answer 5

respond (R in LAARC)

Question 6

After responding, the salesperson should ask questions to make sure that the buyer’s concerns have been adequately addressed

Answer 6

Confirm (C in LAARC)

Question 7

What is sales resistance?

Answer 7

Buyer’s objections to a product or service during a sales presentation. anything the buyer does that slows down the buying process

Question 8

how to deal with sales resistance

Answer 8

Salespeople should be trained to think of at an opportunity to answer questions… provide more info. LAARC